Contract negotiation handbook / P.D.V. Marsh

Author(s): Marsh, P. D. V
Location:
Retrieving Holdings Information
Subjects: Negotiation in business
Contracts
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Edition: 3rd ed
Published: Burlington, VT : Gower, c2001
LC Classification: H, HD
Physical Description: xii, 337 p. : ill. ; 26 cm
Table of Contents: List of figures
Introduction 1
Pt. 1. The Need to Negotiate
1. Introduction of Part One 11
2. Strict tendering 12
3. Post tender negotiation 14
4. Securing a better bargain 16
5. Adjustment of long-term contracts 19
6. Resolving contract disputes 23
Pt. 2. Planning for Negotiations
7. Introduction of Part Two 29
8. Identifying the scope of the negotiations 32
9. Data acquisition - the negotiating environment and the other party's decision-making processes 37
10. Data acquisition - objectives of the other side, their level of commitment and personalities/characteristics of their negotiators 48
11. Means of acquiring data 58
12. Negotiating style 63
13. Setting the corporate objectives 67
14. Personal objectives of the negotiators 73
15. Choice of strategy 87
16. Short-term contracts - level of the first offer 105
17. Long-term contracts - the initial approach 113
18. Contract dispute - the first offer 119
19. The negotiating team 128
20. Communication and security 138
21. The negotiating brief 145
22. The negotiating plan 149
23. Conducting the rehearsal 154
Pt. 3. Structure and Sequence of the Negotiations
24. Introduction to Part Three 157
25. The opening 160
26. Review of the opening 169
27. The follow-up 179
28. Identifying the bargain 203
29. Concluding and recording the bargain 214
Pt. 4. Negotiation Tactics
30. Introduction to Part Four 223
31. Attitudinal tactics 225
32. Situation tactics 237
Epilogue 259
App. 1. Decision techniques 263
App. 2. The level of the first offer: competitive bidding, purchaser's strategy, quick kill 295
App. 3. Model of the bargaining process: both sides using hold-back strategy 317
Index 335
Notes: LCCN: 00039386
ISBN: 0566080214
Includes bibliographical references and index
OCLC Number: 43864419
ISBN/ISSN: 0566080214