Contract Negotiation Handbook


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566080210
Category: Reference
Page: 337
View: 2217

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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: 6153

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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.

The Contract Negotiation Handbook: an Indispensible Guide for Contract Professionals


Author: Stephen Guth
Publisher: Lulu.com
ISBN: 9781435705883
Category:
Page: 210
View: 4304

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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: 9978

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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: 6909

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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: 5692

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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: 455

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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.

Due Diligence

The Critical Stage in Mergers and Acquisitions
Author: Peter Howson
Publisher: Gower Publishing, Ltd.
ISBN: 9780566085246
Category: Business & Economics
Page: 286
View: 1289

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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.

The Truth in Negotiations Act (TINA) Handbook


Author: DIANE Publishing Company
Publisher: DIANE Publishing
ISBN: 9780788128288
Category:
Page: 150
View: 5930

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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: Bna Books
ISBN: 9781570183720
Category: Business & Economics
Page: 574
View: 2827

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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.

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: 5436

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International Handbook of Public Procurement


Author: Khi V. Thai
Publisher: CRC Press
ISBN: 9781420054590
Category: Political Science
Page: 840
View: 6913

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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: 2801

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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.

Business Contracts Handbook


Author: Charles Boundy
Publisher: CRC Press
ISBN: 1317170628
Category: Business & Economics
Page: 442
View: 6889

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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.

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: 7065

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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

The Oxford Handbook of Behavioral Economics and the Law


Author: Eyal Zamir,Doron Teichman
Publisher: Oxford University Press
ISBN: 0199397953
Category: Business & Economics
Page: 496
View: 9123

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The past twenty years have witnessed a surge in behavioral studies of law and law-related issues. These studies have challenged the application of the rational-choice model to legal analysis and introduced a more accurate and empirically grounded model of human behavior. This integration of economics, psychology, and law is breaking exciting new ground in legal theory and the social sciences, shedding a new light on age-old legal questions as well as cutting edge policy issues. The Oxford Handbook of Behavioral Economics and Law brings together leading scholars of law, psychology, and economics to provide an up-to-date and comprehensive analysis of this field of research, including its strengths and limitations as well as a forecast of its future development. Its 29 chapters organized in four parts. The first part provides a general overview of behavioral economics. The second part comprises four chapters introducing and criticizing the contribution of behavioral economics to legal theory. The third part discusses specific behavioral phenomena, their ramifications for legal policymaking, and their reflection in extant law. Finally, the fourth part analyzes the contribution of behavioral economics to fifteen legal spheres ranging from core doctrinal areas such as contracts, torts and property to areas such as taxation and antitrust policy.

Understanding the Teacher Union Contract

A Citizen's Handbook
Author: Myron Lieberman
Publisher: Transaction Publishers
ISBN: 9781412840644
Category: Education
Page: 219
View: 7285

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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.

Commercial Real Estate Transactions Handbook


Author: Mark A. Senn
Publisher: Aspen Publishers Online
ISBN: 0735580782
Category: Law
Page: 223
View: 4646

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With the number and complexity of commercial real estate transactions reaching unprecedented levels, professionals in this high-stakes industry face a daunting task: keeping up with the constant legal and regulatory changes that can impact every phase of a deal. Commercial Real Estate Transactions Handbook, Fourth Edition will help you plan, negotiate and close deals using the insights and strategies of nationally recognized real estate attorney Mark Senn and over 20 experts in the field. Collectively, the editor and contributors have handled virtually every possible variation of commercial real estate transactions. Their clear, concise discussions will guide you step-by-step through each phase: Land and space acquisition Creating the owning entity, design and construction, due diligence, interim and term financing, and occupancy leases The ultimate sale or disposition of the project In addition, Commercial Real Estate Transactions Handbook is logically organized by topic, so you always find the information you need quickly and easily. Each chapter covers one broad topic area. Major subjects are then distilled into highly informative sections that focus on specific practice-oriented suggestions from the unique perspective of the and“less experiencedand” or and“disadvantagedand” party.

Practical Handbook of Warehousing


Author: Kenneth B. Ackerman
Publisher: Springer
ISBN: 1475711948
Category: Juvenile Nonfiction
Page: 640
View: 6878

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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.