Contract Negotiation Handbook


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566080210
Category: Reference
Page: 337
View: 577

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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: 3480

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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: 8533

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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.

Contract Negotiation Handbook

Software As a Service
Author: Stephen Guth
Publisher: N.A
ISBN: 9780988830806
Category: Computer software
Page: 250
View: 4637

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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: 2222

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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: M.E. Sharpe
ISBN: 9780765636386
Category: Business & Economics
Page: N.A
View: 4172

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A guide to negotiating, written for a broad audience. It walks the reader through the world of negotiating step-by-step, including the macro and micro processes of negotiations, the importance of adequate preparation, knowledge of the rules, and the role and usefulness of a mediator.

Negotiating a Labor Contract

A Management Handbook
Author: Charles S. Loughran
Publisher: Bna Books
ISBN: 9780871797452
Category: Business & Economics
Page: 559
View: 752

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Labor negotiation is like no other negotiation. This book tells you how to plan your strategy, approach difficult topics, and conclude successfully. In step-by-step chapters, the author tells you how to prepare the management team, present your agenda, cost out demands and offers, draft contract language, and more. You get important background facts on negotiating health and welfare benefits, pension plans, and other volatile issues. Plus, the book includes successful approaches for negotiating joint union-management programs such as stock-option plans and gainsharing. The author explains the law with real-life examples to guide you to a cooperative, mutually beneficial agreement.

Die Vertragsverhandlung

Taktische, strategische und rechtliche Elemente
Author: Stefanie Jung,Peter Krebs
Publisher: Springer-Verlag
ISBN: 3658112042
Category: Law
Page: 525
View: 7357

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Dieses Werk widmet sich der unternehmerischen Vertragsverhandlung. Die hier erörterten Erkenntnisse, Taktiken und Strategien können sowohl in Verhandlungen zwischen Unternehmen als auch bei unternehmensinternen Verhandlungen Anwendung finden. In die Betrachtung fließen daher interdisziplinär psychologische, rechtliche und betriebswirtschaftliche Aspekte sowie Erkenntnisse aus der Kommunikationswissenschaft ein. Die Taktiken und Strategien sowie die rechtlichen Rahmenbedingungen und ihre Auswirkungen auf Verhandlungen sind zentraler Schwerpunkt des Buches. Darüber hinaus werden auch Gesamtkonzepte, Techniken, Hilfsmittel, tatsächliche Rahmenbedingungen, Mechanismen sowie Grundbegriffe und -probleme erörtert. Die Lektüre ist für Interessierte ohne Vorkenntnisse, insbesondere aber auch für erfahrene Verhandler interessant, da sie hilft, das praktisch Erlebte zu verstehen, die dahinter stehenden Wirkungsmechanismen zu erkennen und darauf aufbauend die eigenen Taktiken und Strategien zu verbessern.

Business Contracts Handbook


Author: Charles Boundy
Publisher: CRC Press
ISBN: 1317170628
Category: Business & Economics
Page: 442
View: 8429

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If money is the lifeblood of business, contracts are the arteries that help carry it around the commercial body. Anyone in business is liable to have to deal with business contracts, but few are trained to do so. Even those that are trained may have experience in limited areas or in the distant past. But the right contract can make a vital difference, not just to recording and enforcing, if need be, the contract terms, but also in ensuring the agreement deals with the real issues and approaches them in a practical way. Finding help in this area is not easy, as the market tends to offer little between serious academic tomes on the one hand and student summaries geared to exams on the other. Business Contracts Handbook fills that gap, covering both the basics of contract law in an accessible style and using a thoroughly practical approach to understanding and negotiating the key terms in a business contract. If you have little prior knowledge, Charles Boundy's many years of experience in drafting and providing guidance on business agreements of all kinds will enable you to acquire a working background quickly. If you have years of experience you will still benefit from a checklist, a reminder of what is important and why, and an easy reference to up-to-date language and drafting - there is always more to learn.

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: 1727

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The Truth in Negotiations Act (TINA) Handbook


Author: DIANE Publishing Company
Publisher: DIANE Publishing
ISBN: 9780788128288
Category:
Page: 150
View: 5340

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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.

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: 4251

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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

International Handbook of Public Procurement


Author: Khi V. Thai
Publisher: Routledge
ISBN: 135156238X
Category: Political Science
Page: 840
View: 3117

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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.

Handbook on the Economics of Sport


Author: Wladimir Andreff,Stefan Szymanski
Publisher: Edward Elgar Publishing
ISBN: 1847204074
Category: Sports & Recreation
Page: 830
View: 1333

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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

AGC Contract Documents Handbook


Author: J. William Ernstrom
Publisher: Aspen Publishers Online
ISBN: 0735521514
Category: Law
Page: 1194
View: 4235

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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

The Employer's Handbook for Public Safety Negotiations


Author: Ronald J. York
Publisher: Lulu.com
ISBN: 0615163947
Category: Reference
Page: 80
View: 3523

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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!