Successful Contract Negotiation
Successful Contract Negotiation
₹225.00 ₹250.00 Save: ₹25.00 (10%)
Go to cartISBN: 9788130902272
Bind: Paperback
Year: 2006
Size: . mm
Publisher: Hawksmere Group
Published in India by: Viva Books
Exclusive Distributors: Viva Books
Sales Territory: India, Nepal, Pakistan, Bangladesh, Sri Lanka
Description:
What are the skills of gaining advantage in negotiating, and how does one manage good customer relations while conducting adversarial negotiations?
In his latest book Tim Boyce turns his attention to the challenges of contract negotiation. Unusually, he tackles the subject from the seller's as well as buyer's point of view. Many books look at negotiation as simply a process; he also covers the content in the specific area of contract negotiations - including price, payment, IPR, terms and conditions, warranties, liabilities, variations, claims and disputes.
The book opens with a description of the legal basis for contract negotiations, then examines the mechanics of company organisation, delegated authority and fall-back positions.
It stresses the concept of whole process, i.e. events both before and after the negotiation, and the importance of relationships. Tim Boyce gives a great deal of attention to the tricks of the negotiation trade ? planning, preparation, body language, and listening and questioning skills.
This is a highly readable book, designed to boost contract negotiating skills and confidence. The result will be improved profits, reduced risk and better business relationships.
Target Audience: Business people negotiating commercial contracts.
Contents:
Introduction • Legal foundation for negotiation Introduction • Freedom to negotiate • Agreement of the parties • Duty to disclose information • Representations, promises and puffery • Duress and undue influence • Exclusion clauses • Unfair contracts • Agency • Mistake and mistakes • Uncertainty • Framework • Legal assistance • Internal factors • Introduction • Organisational issues • Writing a negotiation plan • Authority to negotiate • Approval for negotiations • Reserve position • Fall-back plans • Terms of reference • Managing the involvement of superiors • Reporting back • Selecting the negotiator • Negotiation principles • Introduction • The single negotiator • Negotiating in pairs • Team negotiations • Selecting the team • Rules for the lead negotiator • Rules for the support negotiator • Planning • Preparation • Strategy • Tactics • Objectives analysis • The whole process • Introduction • Managing the relationship • Expectation engineering • Prior events • Supporting documents and evidence • Platform building • Defensive measures • Time bombs • Corporate, general and personal relationships • Self-preparation • Introduction • Mental imaging • Performance imaging • Game analogies • Self-induced feedback • Process analysis • Win-win • Transactional analysis • Gap closing • The negotiation • Introduction • Location, timing, agenda, opening shots • Single and series meetings • Negotiating techniques • Ploys • Human interaction • Body language • Listening skills • Questioning skills • Four phases • The buzz ?Post-negotiation activities • Introduction • Summarise • Check the relationship • Agree future actions • Confirm the agreement • Dealing with ?unagreements? • Internal debriefs • Exploiting the agreement • The content of a contract negotiation • Introduction • General principles • The contract requirement • Price • Payment • Delivery • Terms and conditions • Intellectual property rights • Warranties • Risks, liabilities and indemnities • Negotiating variations, claims and disputes • Introduction • Source of post-contract issues • Variations • Claims • Disputes • Mediation, conciliation, assisted dispute resolutiion (ADR), arbitration and litigation • Afterword
About the Author:
Tim Boyce is commercial manager for a major electronics company. He has been involved in contract management for 20 years in several industries.
