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Vol 22 No 4 April/May 2017

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Whistleblowing: Law and Practice

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Contract Negotiation Handbook 3rd ed

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ISBN13: 9780566080210
ISBN: 0566080214
Published: April 2001
Publisher: Gower Publishing Limited
Country of Publication: UK
Format: Hardback
Price: Out of print

Every organisation enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating. Moreover the successful planning, execution and conclusion of contract negoatiations can contribute directly to corporate profitability.

The Contract Negotiation Handbook explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages - preparing to negotiate, the opening of negotiations and how these develop at the negotiating table, and the closing and recording of the bargain. The use and misuse of certain tactics in negotiation are also covered.

This classic text has now been thoroughly updated and revised, using a more user-friendly approach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of psychology of bargaining is integrated throughout the text, rather than being treated as a separate entity.

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Contract Law
Part 1 The need to negotiate
strict tendering
post-tender negotiations
securing a better bargain
adjustment of long-term contracts
resolving conflict disputes
Part 2 Planning for negotiations
identifying the scope of the negotiations
data acquisition - the environment and the other party's decision-making process
data acquisition - objectives of the other side, their level of commitment and personalities/characteristics of their negotiators
means of acquiring data
negotiating style
corporate objectives
personalistic objectives
choice of strategy
short-term contracts - level of the first offer
long-term contracts - the initial approach
contract dispute - the first offer
the negotiating team
communication and security
the negotiating brief
the negotiation plan
conducting the rehearsal
Part 3 Structure and sequence of negotiations
the opening
review of the opening
the follow-up
identifying the bargain
concluding and recording the bargain.
Part 4 Negotiating tactics: attitudinal tactics
situational tactics.