The Contract Negotiation Handbook

An Indispensable Guide for Contract Professionals
Author: Stephen Guth
Publisher: Lulu.com
ISBN: 1435706390
Category: Business & Economics
Page: 193
View: 9046

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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


Author: P. D. V. Marsh
Publisher: Gower Publishing, Ltd.
ISBN: 9780566080210
Category: Reference
Page: 337
View: 6098

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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.

Contract Negotiation Handbook

Software As a Service
Author: Stephen Guth
Publisher: N.A
ISBN: 9780988830806
Category: Computer software
Page: 250
View: 8067

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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!

Negotiating a Labor Contract

A Management Handbook
Author: Charles S. Loughran
Publisher: Greenwood Press
ISBN: 9781570183720
Category: Business & Economics
Page: 574
View: 7198

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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.

Contracts

The Essential Business Desk Reference
Author: Richard Stim
Publisher: Nolo
ISBN: 1413323014
Category: Business & Economics
Page: 487
View: 2821

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Understand virtually any contract and sign on the dotted line with confidence. This is the first book to explain contract terms in language for the layperson. This indispensable A to Z guide covers: definitions of over 300 common terms found in contracts how to decipher the language of contracts which clauses are important and which aren't illegal and dangerous contract clauses to watch out for, and how to negotiate or change contracts. Contracts: The Essential Business Desk Reference will help you save money by explaining which clauses are important so that you can avoid a pricey professional review by a lawyer. Written in plain English, this book is especially useful for law students and business owners (including one-person operations and independent contractors), but still contains enough detail to have a place on nearly any lawyer's bookshelf.

Negotiating and Drafting Contract Boilerplate


Author: Tina L. Stark
Publisher: ALM Publishing
ISBN: 9781588521057
Category: Law
Page: 675
View: 9535

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This resource educates lawyers and business professionals on how to draft "boilerplate" provisions, a legal term that refers to the standardized, one-size-fits-all provisions that generally appear at the end of a contract. Each chapter tackles one of 20 provisions and analyzes why it is important, the key legal and business issues raised, and how to draft the provision to suit a particular transaction. This analysis not only helps readers better understand how to draft these provisions in their contracts, but also helps them better understand the other party's proposed provision.

Contract Negotiations

Skills, Tools, and Best Practices
Author: Gregory A. Garrett
Publisher: CCH Incorporated
ISBN: 0808012460
Category: Business & Economics
Page: 365
View: 3415

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Contract Negotiations: Skills, Tools and Best Practices discusses today's dynamic performance-based business environment in both the public and private business sectors. Contract Negotiations covers the important aspects of contract negotiation planning, conducting contract negotiations, documenting contract negotiations and contract formation. You'll find an engaging discussion of the competencies and skills that must be mastered to become a world-class contract negotiator. The book features a proven effective contract negotiation process, supplemented with numerous tools, forms, templates, case studies and best practices.

A Manual of Style for Contract Drafting


Author: Kenneth A. Adams
Publisher: American Bar Association
ISBN: 9781590313800
Category: Language Arts & Disciplines
Page: 253
View: 4302

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The focus of this manual is not what provisions to include in a given contract, but instead how to express those provisions in prose that is free ofthe problems that often afflict contracts.

The Tech Contracts Handbook

Software Licenses and Technology Services Agreements for Lawyers and Businesspeople
Author: David Tollen
Publisher: Amer Bar Assn
ISBN: 9781604429824
Category: Law
Page: 223
View: 1218

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The Tech Contracts Handbookis a practical and accessible reference book and training manual on IT contracts.This isa clause-by-clause "how to" guide on software licenses and technology services agreements, covering the issues at stake and offering negotiation tips and sample contract language. This handbook is written for both lawyers and businesspeople, including contract managers, procurement officers, corporate counsel, salespeople, and anyone else responsible for getting IT deals done. Perhaps most important, this book uses simple English, as any good contract should. Topics covered include: .Software as a service (SaaS) and cloud computing agreements .Warranties .Indemnities .Open source software .Service level agreements .Nondisclosure agreements .Limitations of liability .Internet and e-commerce contracts .Software escrow .Data security .Copyright licensing .And much more"

Kirsch's Guide to the Book Contract

For Authors, Publishers, Editors, and Agents
Author: Jonathan Kirsch
Publisher: N.A
ISBN: 9780918226358
Category: Law
Page: 281
View: 9656

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Kirsch's Guide to the Book Contract is a comprehensive clause by clause guide to the standard (and not so standard) book contract. Award winning attorney and author Jonathan Kirsch sweeps away the confusing verbiage and cuts to the key points. Kirsch's guide is an indispensable tool for every writer, publisher, editor and agent, whether novice or vet.

The Vendor Management Office: Unleashing the Power of Strategic Sourcing


Author: Stephen Guth
Publisher: Lulu.com
ISBN: 1435703839
Category: Business & Economics
Page: 136
View: 1274

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Negotiating the lowest possible price is no longer enough. Internal customers now demand more-they need business advice, guidance, and expertise to manage their sourcing requirements. They need an organization that focuses less on price and more on the value that vendors can provide. The organizational key to unleash the potential of strategic sourcing is the Vendor Management Office or "VMO." It is an over-arching organizational concept of strategically managing procurements and vendors.Resulting from over 10 years of real-life experience implementing VMOs, this book introduces the concept of a VMO and the philosophy that cost is not always a factor. The book is intended to be much more than conceptual. Concrete and practical tools considered necessary to launch a newly formed VMO are explored in detail. Appendices contain materials that can be easily adapted for use by any VMO. If you are interested in implementing a VMO or you are interested in vendor management as a career--this book is for you.

The Truth in Negotiations Act (TINA) Handbook


Author: DIANE Publishing Company
Publisher: DIANE Publishing
ISBN: 9780788128288
Category:
Page: 150
View: 711

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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.

Software Agreements Line by Line

How to Understand and Change Software Licenses and Contracts to Fit Your Needs
Author: Michael Overly,James R. Kalyvas
Publisher: Aspatore Books
ISBN: 9781587623691
Category: Business & Economics
Page: 125
View: 8106

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This comprehensive overview describes solutions to prevent manipulation, and offers suggestions for adapting contracts to meet the needs of the user. Essential for those selling and buying software.

The Tech Contracts Handbook


Author: David W. Tollen
Publisher: American Bar Association
ISBN: 9781634251785
Category: Business & Economics
Page: 275
View: 3963

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This is a distinctly user-friendly reference manual and training guide on software licenses and other IT agreements, along with cloud computing issues. Written in a plain-English, jargon-free style, it is intended for lawyers and contract managers, as well as anyone with responsibility for getting IT deals done. The book describes each clause typically found in a technology agreement, outlines the issues at stake, and offers negotiation tips and sample contract language.

The Handbook of Negotiation and Culture


Author: Michele J. Gelfand,Jeanne M. Brett
Publisher: Stanford University Press
ISBN: 0804745862
Category: Business & Economics
Page: 458
View: 3953

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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Contracts 101: Learn to Review and Negotiate Services Agreements (Including Intellectual Property Licensing)


Author: K. Anita Dodd
Publisher: N.A
ISBN: 9780578025704
Category: Business & Economics
Page: 222
View: 6928

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The Original Step-by-Step Guide for reviewing and negotiating Services Agreements (including intellectual property licensing). This book contains everything you need including:(a) detailed explanations of the contractual protections contained in standard Services Agreements; (b) form Services Agreements (in print and on disc) including alternative provisions, so you can tailor the Services Agreement to fit your transaction and circumstances; (c) Issues Checklists (with embedded contract language) making it unlikely you will ever overlook an important protection; and (d) drafting exercises (with answer keys), so you can practice the skills learned, reassuring yourself you have all of the information and understanding needed to review and negotiate Services Agreements.

Contract Negotiation Handbook

Getting the Most Out of Commercial Deals
Author: Damian Ward
Publisher: John Wiley & Sons
ISBN: 1118319257
Category: Business & Economics
Page: 304
View: 4158

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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 commercial world, getting the best deal you can is paramount. The Contract Negotiation Handbook demystifies complex legal principles so that busy businesspeople can quickly and easily digest them. With clear, practical examples and case studies to help illustrate and explain different types of contracts and contractual situations, this comprehensive handbook will help you: prepare for negotiations and identify contractual terms make sure you have covered the ‘springboard and the safety net' -- combining the appealing and less appealing aspects of contracts identify the type of negotiator that your counter party is and how 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 contractual dispute.