Subjects:

Contract Law

Contents:

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.

This text 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: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered.

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