Contract Negotiation Handbook


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566080210
Category: Reference
Page: 337
View: 7285

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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: 4481

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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: 4696

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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: 5722

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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!

The Negotiation Handbook


Author: Patrick J. Cleary
Publisher: Routledge
ISBN: 1315291630
Category: Business & Economics
Page: 190
View: 3102

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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.

Contracting for Engineering and Construction Projects


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566082825
Category: Business & Economics
Page: 232
View: 9648

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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 Truth in Negotiations Act (TINA) Handbook


Author: DIANE Publishing Company
Publisher: DIANE Publishing
ISBN: 9780788128288
Category:
Page: 150
View: 5127

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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.

Negotiating a Labor Contract

A Management Handbook
Author: Charles S. Loughran
Publisher: Greenwood Press
ISBN: 9781570183720
Category: Business & Economics
Page: 574
View: 5862

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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.

Business Contracts Handbook


Author: Charles Boundy
Publisher: CRC Press
ISBN: 1317170628
Category: Business & Economics
Page: 442
View: 1633

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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.

Due Diligence

The Critical Stage in Mergers and Acquisitions
Author: Peter Howson
Publisher: Gower Publishing, Ltd.
ISBN: 9780566085246
Category: Business & Economics
Page: 286
View: 1172

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How can you be sure you are buying the company you think you are? Are you sure it is as good as the seller says? How can you be certain unexpected costs and obligations will not suddenly appear once you are the owner and responsible for them? How best can you arm yourself for the negotiations? Have you worked out precisely what you are going to do with it once it is yours? How do you set the priorities for change to recoup the premium you have paid for it? The answer to all these questions, and many more, lies with effective due diligence. Due diligence is one of the most important but least well understood aspects of the acquisition process. It is not, as many believe, a chore to be left to the accountants and lawyers. To get the best from it, due diligence has to be properly planned and professionally managed. This book is a comprehensive manual on getting due diligence right. It is a uniquely comprehensive guide, covering all aspects of the process from financial, legal and commercial due diligence right through to environmental and intellectual property due diligence. There are also useful chapters on working with advisers and managing due diligence projects. It also includes a number of checklists to help ensure that the right questions are asked.

Kill the Company

12 Killer-Tools für die Wiedergeburt Ihres Unternehmens
Author: Lisa Bodell
Publisher: Campus Verlag
ISBN: 3593420546
Category: Business & Economics
Page: 223
View: 1176

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Viele Unternehmen sind innerlich so erstarrt, dass sie eine Anleitung zur Kreativität brauchen. Trend- und Innovationsberaterin Lisa Bodell sieht die Welt bevölkert von Zombie-Unternehmen, denen dringend neues Leben eingehaucht werden muss! Sie weiß, dass die Quelle für Wandel und Kreativität im Herzen der Firmen zu finden ist: in den Mitarbeitern. Denn diese kennen die wirklichen Schwachstellen. Mit 12 Killer-Tools machen mutige Führungskräfte dem Zombie sicher den Garaus. Mit "Kill a Stupid Rule" rütteln sie am Status quo. Ihre "Killerfragen " dienen dem provokativen Nachhaken. Indem sie "das Unmögliche möglich machen", stärken sie die Abwehrkräfte ihres Unternehmens. Sie schaffen mit "Kill the Company" Killer-Unternehmen!

The Commercial Manager

The Complete Handbook for Commercial Directors and Managers
Author: Tim Boyce,Cathy Lake
Publisher: Thorogood Publishing
ISBN: 1854183583
Category: Business & Economics
Page: 347
View: 3467

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Commercial management covers a huge range of different and crucial functions including risk and project management, negotiation, procurement, financial management - but has rarely it ever been treated as a single 'discipline'. This book fills that gap.

Negotiating Skills in Engineering and Construction


Author: Bill Scott,Bertil Billing
Publisher: Thomas Telford
ISBN: 9780727715173
Category: Technology & Engineering
Page: 223
View: 7033

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This book is about the personal skills which engineers use in negotiations. It covers the different negotiating skills needed during all three phases of a contract: to secure it, during its lifetime, and to settle outstanding matters afterwards. The book also shows how to respond to negotiators from other styles and cultures. It is a handbook of methods: ways to prepare, to establish a climate, to plan and control. It discusses the processes of bargaining and settling, and how to select the most appropriate course for the changing relationships between the parties of the contract, all backed by examples and anecdotes. It will be of inestimable value to engineers who are beginning to negotiate and take responsibility for major contracts, senior engineers will find new insights to broaden their experience, and young engineers will gain essential grounding from the wealth of practical detail.

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: 2728

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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: CRC Press
ISBN: 9781420054590
Category: Political Science
Page: 840
View: 3959

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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 Self-Directed Learning Handbook

Challenging Adolescent Students to Excel
Author: Maurice Gibbons
Publisher: John Wiley & Sons
ISBN: 9780787968274
Category: Education
Page: 208
View: 7574

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The Self-Directed Learning Handbook offers teachers and principals an innovative program for customizing schooling to the learning needs of individual students-- and for motivating them to take increasing responsibility for deciding what and how they should learn. Whether the students are struggling or proficient, the program is designed to nurture their natural passion for learning and mastery, challenging them to go beyond the easy and familiar so they can truly excel. The program can be introduced in stages in any middle or high school classroom and enables students of diverse abilities to design and pursue independent course work, special projects, or even artistic presentations, community field work or apprenticeships. Using this approach, the students take on an increasingly autonomous, self-directed role as they progress. The heart of the program is the action contract (or learning agreement) whereby the student sets challenging yet attainable goals, commits to a path for achieving them, and evaluates the results. Special emphasis is placed on developing skills and competencies that can serve the student well in his or her academic and career endeavors.

Heikle Gespräche

Worauf es ankommt, wenn viel auf dem Spiel steht
Author: Kerry Patterson,Al Switzler,Joseph Grenny,Ron McMillan
Publisher: Linde Verlag GmbH
ISBN: 3709402522
Category: Law
Page: 240
View: 5116

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Der New-York-Times-Bestseller in der 2. Auflage Ob am Arbeitsplatz, in der Partnerschaft, der Familie oder im Freundeskreis, wir alle kommen hin und wieder in die Lage, heikle Dinge offen ansprechen zu müssen. Aber wer führt schon gern Gespräche, bei denen Meinungsverschiedenheiten, Einwände und Ärger vorprogrammiert sind? Viele Menschen schrecken davor zurück, weil sie nicht wissen, wie sie sich in solchen Situationen richtig verhalten sollen. Genau dabei hilft dieses Buch. Der Bestseller liefert praktische Tipps und Techniken und zeigt nun bereits in der zweiten, überarbeiteten Auflage, wie man schwierige Gespräche konstruktiv meistert und auch über unangenehme Themen gelassen diskutiert.

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: 3219

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