Contract Negotiation Handbook


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566080210
Category: Reference
Page: 337
View: 4525

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Every organization enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating. 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.

The Contract Negotiation Handbook

An Indispensable Guide for Contract Professionals
Author: Stephen Guth
Publisher: Lulu.com
ISBN: 1435706390
Category: Business & Economics
Page: 193
View: 2356

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Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.

Contract Negotiation Handbook

Getting the Most Out of Commercial Deals
Author: Damian Ward
Publisher: John Wiley & Sons
ISBN: 1118319257
Category: Business & Economics
Page: 296
View: 603

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A good commercial contract is both a springboard and a safety net-- it provides the opportunity to expand and grow your business,but also to protect it if things go wrong. In a tough commercialworld, getting the best deal you can is paramount. The Contract Negotiation Handbook demystifies complexlegal principles so that busy businesspeople can quickly and easilydigest them. With clear, practical examples and case studies tohelp illustrate and explain different types of contracts andcontractual situations, this comprehensive handbook will helpyou: prepare for negotiations and identify contractual terms make sure you have covered the ‘springboard and thesafety net' -- combining the appealing and less appealing aspectsof contracts identify the type of negotiator that your counter party is andhow that affects your negotiations develop an overview of contract law devise a negotiation strategy identify whether you are in a contractual dispute prepare for and acquire the best result out of any contractualdispute.

The Contract Negotiation Handbook: an Indispensible Guide for Contract Professionals


Author: Stephen Guth
Publisher: Lulu.com
ISBN: 9781435705883
Category:
Page: 210
View: 7703

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Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one-until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see. This book isn't a feel-good book on win-win negotiations. It's an insider's view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.

Contract Negotiation Handbook

Software As a Service
Author: Stephen Guth
Publisher: N.A
ISBN: 9780988830806
Category: Computer software
Page: 250
View: 6170

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A Hands-On Guide for Contracting in the Cloud Stephen Guth's latest book zeros in on the high-stakes negotiations of Software as a Service procurements. Covering topics from audit rights to data privacy to service levels, the Contract Negotiation Handbook: Software as a Service dissects a cloud computing contract line-by-line with easy to understand explanations, preparing you to successfully counter service provider negotiation ploys. Based on years of real-life experience, the practical negotiation tactics described in this how-to book could save you money on your next cloud computing procurement and protect you from taking on unnecessary risk. Whether you're an attorney, a procurement professional, or just looking to get the best possible deal, this book has something for you. Don't negotiate your next cloud computing contract without it!

Contracting for Engineering and Construction Projects


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566082825
Category: Business & Economics
Page: 232
View: 4204

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With its emphasis on the commercial aspects of contracting, this book represents an eminently practical guide to this complex subject for purchaser and contractor alike.

The Negotiation Handbook


Author: Patrick J. Cleary
Publisher: Routledge
ISBN: 1315291630
Category: Business & Economics
Page: 190
View: 3516

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Whether you're involved in a labor-management dispute or a landlord-tenant disagreement, considering a major purchase or overseeing a large commercial transaction, there are elements that are common to all negotiations. This book walks the reader through the world of negotiating in an easy-to-follow, step-by-step fashion, covering the macro and micro-process of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.Written by a senior business policy analyst and former labor mediator for the U.S. government, the book focuses on labor-management negotiations; however, the concepts, skills, and insight it offers go well beyond labor-management disputes. The book is as useful for a first-time homebuyer or a business student as it is for a veteran union arbitrator or a busy executive.

Lease negotiation handbook


Author: American Law Institute-American Bar Association Committee on Continuing Professional Education,International Association of Attorneys and Executives in Corporate Real Estate
Publisher: International Association Porate Real Estate
ISBN: N.A
Category: Business & Economics
Page: 751
View: 2680

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Negotiating a Labor Contract

A Management Handbook
Author: Charles S. Loughran
Publisher: Bna Books
ISBN: 9781570183720
Category: Business & Economics
Page: 574
View: 7752

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This book describes all aspects of collective bargaining from a management perspective. The work discusses how to develop objectives, draft contract language, cost demands, make offers and counter-offers, and resolve impasse points in negotiations.

International Handbook of Public Procurement


Author: Khi V. Thai
Publisher: CRC Press
ISBN: 9781420054590
Category: Political Science
Page: 840
View: 7323

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Since the 1990s, government at all levels is under increasing pressure to do more with less. However, despite the U.S. government spending about 15 to 20 percent of its GDP on contracts for goods and services, there is a paucity of reference books for public procurement officials and very few textbooks for courses on the subject. Filling this void, the International Handbook of Public Procurement provides the knowledge necessary to understand how procurement works and how to improve the cost-effectiveness of procurement systems. Taking a multidisciplinary approach, the book focuses on the managerial, economic, political, and legal aspects of this topic. It begins with a conceptual framework and highlights various reforms occurring in certain countries. By examining these improvements, readers are able to apply this knowledge to their own strategies. The next section presents selected cases that illustrate the public procurement process, examining systems in various nations including Germany, China, South Africa, Cambodia, Uganda, and Estonia. The book also discusses the rise of electronic procurement systems (E-procurement) and reviews the benefits of these efficient systems. Other topics presented in this comprehensive volume include practical discussions on contract negotiations, bidding, price strategies and cost analysis, and an insightful chapter on the market’s response to contract award announcements. A virtual encyclopedia from numerous international experts, this book was assembled by Khi V. Thai, Professor at Florida Atlantic University and Editor of the Journal of Public Procurement. Dr. Thai has provided technical assistance in the area of public procurement to governments across the world. Empowering those on all sides of the issue, this volume dispenses advice valuable to government officials and contractors, as well as providing a comprehensive text for public administration students.

The Truth in Negotiations Act (TINA) Handbook


Author: DIANE Publishing Company
Publisher: DIANE Publishing
ISBN: 9780788128288
Category:
Page: 150
View: 2761

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Provides information on processing defective pricing audit reports received by the Defense contracting officer. Includes a synopsis of pertinent laws, regulations, board & court cases, as well as a sample milestone schedule which may be used by contracting officers in achieving resolution & disposition of defective pricing audits within the time frames prescribed in the DoD Directive 7640-2, Policy for Follow up on Contract Audit Reports.Ó Also, information on contract negotiation: Do's & Don'ts for Contracting OfficersÓ. Glossary.

AGC Contract Documents Handbook


Author: J. William Ernstrom
Publisher: Aspen Publishers Online
ISBN: 0735521514
Category: Law
Page: 1194
View: 9655

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AGC Contract Documents Handbook is a guidebook to the Associated General Contractors of America's many standard contract document forms. It examines the elements of various AGC standard form contract documents, including an examination of specific contract provisions and the theory underlying the language.The standard contract document forms cover a variety of project delivery systems: design-bid-build, design-build, construction management, program management. the documents are unique in their creation by a joint effort of owners and contractors.The standard contract document forms establish the relationships between the parties to the construction project:the ownerthe contractorthe suretythe subcontractorthe architect/engineerthe design-builderthe construction managerthe program manager.The book offers great value and assistance to attorneys, owners, contractors, subcontractors, designers, design-builders, construction managers, others in the construction industry and educators.The AGC Contract Documents Handbook provides practical advice to document users on how to manuscript the documents to address project specific issues as well as offer comments on the documents. 'the Associated General Contractors of America supports efforts to provide thoughtful discourse on matters of importance to construction project participants. A work such as the AGC Documents Handbook, written by seasoned industry veterans, increases the body of knowledge for our industry and provides an invaluable reference to those using or considering use of AGC's comprehensive library of consensus industry form documents.' Stephen E. Sandherr, Chief Executive Officer, Associated General Contractors of America

Administering Fiscal Regimes for Extractive Industries: A Handbook


Author: Mr. Jack Calder
Publisher: International Monetary Fund
ISBN: 1484386442
Category: Business & Economics
Page: 120
View: 8534

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Revenues from natural resources often pose unique challenges for tax administration. This Handbook is one of the first of its kind to focus attention on effectively administering revenues from extractive industries. It provides policymakers and officials in developing and emerging market economies with practical guidelines to establish a robust legal framework, organization, and procedures for administering revenue from these industries. It discusses transparency and how to promote it in the face of increasing demands for clarity and accountability in the administration of public revenues from extractive industries, and discusses how developing countries can strengthen their managerial and technical capacity to administer these revenues.

Handbook on the Economics of Sport


Author: Wladimir Andreff,Stefan Szymanski
Publisher: Edward Elgar Publishing
ISBN: 1847204074
Category: Sports & Recreation
Page: 830
View: 2885

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The editors should be commended for taking on such a big task, and succeeding so well. This book should be in the library of every institution where students have to write a paper that may be related to sport, or on the shelf of any lecturer teaching economics or public finance who has even a remote interest in sport. The material is very accessible, and useful in many different settings. Ruud H. Koning, Jahrbücher f. Nationalökonomie u. Statistik Edward Elgar s brilliant market niche is identifying a topic in economics, finding editors who know the area backwards and challenging them to assemble the best cross-section of relevant articles either already published or newly commissioned. Handbook on the Economics of Sport is Edward Elgar at its very best. If you love economics you ll find many fascinating insights here; if you love sport but know little economics then this book is mostly accessible and will teach you a lot; and if you are a sports-mad economist then you will be in hog heaven. Furthermore, if, like this reviewer, you are broadly very sceptical about the reports consultants produce for governments on the supposed economic windfall from hosting a big event or subsidising a stadium then you will get a lot of good counter-arguments in this volume. Indeed there are several chapters on the above theme that I m sure I ll be copying frequently to government officials in years to come. . . The demand for sport is a fascinating subject and it is hard to pick out just one chapter from the second section. Read them all they make a wonderful 65-page treat. . . Part VI was a real feast, a smorgasbord. . . This is a magnificent piece of work and the 36-page index rounds it all off splendidly. John Blundell, Economic Affairs The book covers the most important areas of research of an emerging economic sub-discipline spanning the past half a century. It serves admirably the purpose of an introduction into the rich and growing area of reflection for all concerned. . . the editors and authors of the Handbook have done a commendable job of accumulating sophisticated material for many economists, managers, politicians and self-conscious fans, who are sure to find excellent training ground for the whole heptathlon. . . This book will be invaluable for advanced students investigating professional sport. From the point of view of lawyers, particularly those engaged with the relationship between law and sports governance, the Handbook offers invaluable analysis of the economic issues that are alluded to in those debates but rarely examined in detail. . . These insights will also prove useful for policy analysts and sports administrators for whom many sections should be considered mandatory reading. Aleksander Sulejewicz, Journal of Contemporary European Research Over 800 pages on the economics of sport. What a feast! What a treat! The editors have done a wonderful job both in terms of breadth from David Beckham to child labour in Pakistan and depth, tournaments and luxury taxes for example. . . The 86 chapters are uniformly of a very high standard and illuminating. And there are real gems in some of the contributions. British Journal on the Economics of Sport This very interesting and comprehensive book achieves its objective, namely to present an overview of research in sports economics at an introductory level. . . [The editors] have produced an excellent reference book that belongs in all academic institutions libraries. It provides extensive introduction to the growing body of literature in the rising field of economics of sport. The book s relevant monographs should be read by institutions, cities and countries prior to their committing major resources towards sports facilities or a sporting event. James Angresano, Journal of Sports Economics One could think of this book as the sports-and-economics counterpart to Joy of Cooking, because it will satisfy the needs of those with a keen interest in such subjects as the

The Employer's Handbook for Public Safety Negotiations


Author: Ronald J. York
Publisher: Lulu.com
ISBN: 0615163947
Category: Reference
Page: 80
View: 4431

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Intended for the negotiator working for a municipal government as their labor negotiator, this is the second in a series of books being released by Ron York. This edition focuses on the relationships between various government employees and the negotiation process. It also discusses ways to avoid confrontation and crisis during negotiations. When following the step-by-step instruction provided in this book, your chances of reaching an agreement with the labor union are greatly increased. This book walks you through the negotiation process step-by-step, all the way through ratification!

The Managed Care Contracting Handbook, 2nd Edition

Planning & Negotiating the Managed Care Relationship
Author: Maria K. Todd
Publisher: CRC Press
ISBN: 9781439866573
Category: Medical
Page: 300
View: 3785

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Managed care contracting is a process that frustrates even the best administrators. However, to ignore this complexity is to do so at your own expense. You don’t necessarily need to bear the cost of overpriced legal advice, but you do need to know what questions to ask, what clauses to avoid, what contingencies to cover ... and when to ask a lawyer for help. Decode and analyze reimbursement problems, loopholes, and contract stipulations you are likely to encounter Learn tried-and-true tricks, tools, shortcuts, and techniques to evaluate agreements Negotiate contracts that won’t leave you open to unanticipated expenses Written by Maria K. Todd, a seasoned professional in managed care contracting, this handbook is written for managers, analysts, and finance officers who have the daunting task of negotiating contracts for medical services. It offers an in-depth examination of managed care and its organizations and covers key areas, such as pay-for-performance initiatives, reimbursement methods, contract law basics, and negotiating strategies. The Managed Care Contracting Handbook offers critical details and strategic information as well as resources on everything from HMOs and PPOs to Consumer Driven Health Plans (CDHP), self-funded ERSIA payers, and Medicaid managed care. Fully updates the first edition, which was used widely in the U.S. and overseas. Designed to equip you with the confidence that comes with knowing the right questions to ask and more answers than you are supposed to know, this easy-access resource — Provides a complete overview of managed care organizations Covers contract law basics Presents material that can be used internationally Discusses Medicaid Managed Care Offers an operational evaluation of a typical managed care agreement Includes sample contracts and important checklists, as well as a glossary

Practical Handbook of Warehousing


Author: Kenneth B. Ackerman
Publisher: Springer
ISBN: 1475711948
Category: Juvenile Nonfiction
Page: 640
View: 6703

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This is the third edition of a book first published in 1983. It con tains two new chapters. One of these deals with the growing use of "just-in-time" techniques and their effect on warehousing. A second new chapter covers specialized warehousing and three types of special storage - temperature control, protection of hazardous materials and "fulfillment" warehousing. Major changes in both materials handling and information processing and transmitting have caused appropriate changes in the contents of this book. For over two decades, the author has been involved in writing about the warehousing industry. Earlier writings were oriented to ward users and operators of public warehouses. The goal of this early writing was to develop a better understanding between the third party warehouse operator and his consumer, through a common apprecia tion of technical problems. Since that time, the number of information sources on warehous ing has increased. A professional society, the Warehousing Education and Research Council did not even exist when we first started writing about the industry. Today it provides an important source of informa tion in the field. Both private and third-party warehousing have grown in vol ume. More importantly, public awareness of warehousing as an in dustry in itself has increased.

Understanding the Teacher Union Contract

A Citizen's Handbook
Author: Myron Lieberman
Publisher: Transaction Publishers
ISBN: 9781412840644
Category: Education
Page: 219
View: 8270

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Unionization of teachers has led to fundamental changes in the management of education and in relations between teachers and school districts. Understanding the Teacher Union Contract explores the implications of this collective-bargaining revolution in education. Through detailed examination Lieberman shows how the kinds of provisions typically found in teacher union contracts affect the educational workplace and education reform, and how they might be revised to the benefit of students, parents, and the public. Lieberman begins with the respective roles of school district management and teacher unions. Unlike managers in the private sector, school district officials are part of a government agency that is legally responsible for operating public schools in the public interest. They must balance the interests of employees with the needs of students, taxpayers, and parents, as well as with district educational goals. Teacher unions' primary objectives are to enhance employee welfare and to promote the union as an effective organization. Unions must balance the differing needs of various groups within their membership -- for example, by resolving tensions between older teachers who want improved retirement benefits and younger teachers who might prefer more rapid salary increases. Lieberman shows how competing union and management goals play out in collective bargaining and are embodied in teacher union contracts. He argues that by developing an understanding of teacher unions, their role, and their needs, district officials and school board members can bargain more effectively and develop a productive ongoing relationship with unions. This highly readable book will be of interestnot only to school administrators and board members but also to teacher representatives, parents, taxpayers, and members of the media who report on education.

The Police Negotiator's Handbook


Author: Ronald J. York
Publisher: Lulu.com
ISBN: 0615152600
Category: Reference
Page: 96
View: 7157

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The Police Negotiator's Handbook, written by Ronald J. York, provides a straight-forward approach to achieving success during labor negotiations with municipal governments. Upon reading this handbook, you will find that Mr. York's logical approach to contract negotiations will allow you to set the stage for victory at the negotiating table. The table of contents of this handbook is a step-by-step guide to the negotiations process, with the remainder of the book describing these steps and providing a path to follow throughout the process. If you plan to be involved with negotiating a labor agreement for police officers, deputy sheriffs, or even state troopers, don't make a move until you've finished reading this book. A POLICEPAY.NET, Inc. publication, this handbook includes some of the material presented at POLICEPAY's live training events. Also included in the back of this handbook is a POLICEPAY.NET discount card, good for discounts off POLICEPAY.NET services and training events.