The Essentials Of Contract Negotiation


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This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.

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Author by Stefanie Jung
Genre eBook Law
Read Book 242
ISBN Number 9783030128661

Architect S Essentials Of Contract Negotiation


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This volume offers accessible, practical coverage of contract negotiations essential to expansion, retirement, new management, internal transitions, mergers and more.

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Author by Ava J. Abramowitz
Genre eBook Architecture
Read Book 286
ISBN Number UOM:39015054187664

Essentials For Government Contract Negotiators


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Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to: • Select and apply negotiation skills in a government-unique environment to achieve a true-best value result • Develop a negotiation plan, including your BATNA • Recognize less-than-ethical tactics and be prepared to counter them • Properly conclude and document the negotiation • Use acquisition histories to gather appropriate data • Manage challenges Facilitate better negotiation outcomes

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Author by Legette McIntyre
Genre eBook Business & Economics
Read Book 394
ISBN Number 9781523096312

Architect S Essentials Of Negotiation


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"Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz's new book, "The Architect's Essentials of Negotiation" will be a step in the right direction." —Robert Greenstreet, Dean, University of Wisconsin at Milwaukee School of Architecture and Urban Planning This is an essential guide for architects and their clients and consultants who need professional advice on negotiations, from design development to agreements and fees. Contractors will want to read it, too, especially if they are involved with Integrated Project Delivery. This new edition offers updated insights related to negotiation, with references to the AIA Contract Documents, communication, collaboration, and handling disputes, change, and claims.

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Author by Ava J. Abramowitz
Genre eBook Architecture
Read Book 384
ISBN Number 9780470426883

Negotiation Essentials For Lawyers


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This practical guide covers more than fifty key negotiation topics. It is the only book on negotiation that takes an array of crucial negotiation elements and makes them easy not only to read, but to use. All chapters share a standard format, so lawyers can find the essentials quickly. Subject matter experts from a variety of fields summarize the best and most recent research and theoretical advances in negotiation.

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Author by Andrea Kupfer Schneider
Genre eBook Attorney and client
Read Book 346
ISBN Number 1641054808

Harvard Business Essentials


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Negotiation - whether hammering out a great job offer, settling a dispute with a client, drafting a contract, or making trade-offs between business units - is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating - and valuable - aspects of business today. Packed with practical advice and handy tools, "Negotiation" will help any manager sharpen skills and yield a sizable payoff. Contents include: preparing the necessary information before a negotiation; managing multiparty negotiations; assessing the position of the opposing side; determining your sources of power and authority in a negotiation; and, recognizing the barriers to agreement and how to overcome them. Readers can access free interactive tools on the Harvard Business Essentials companion web site. Series Adviser: Michael Watkins, Associate Professor Michael Watkins does research on negotiation and leadership. He is the coauthor of "Right From the Start: Taking Charge in a New Leadership Role" (HBS Press, 1999) and the author of "Taking Charge in Your New Leadership Role: A Workbook" (HBS Publishing, 2001), both of which examine how new leaders coming into senior management positions should spend their first six months on the job. This is the reliable source for busy managers. "The Harvard Business Essentials" series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience. To assure quality and accuracy, each volume is closely reviewed by a specialized content adviser from a world class business school. Whether you are a new manager interested in expanding your skills or an experienced executive looking for a personal resource, these solution-oriented books offer reliable answers at your fingertips.

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Author by Richard Luecke
Genre eBook Business & Economics
Read Book 170
ISBN Number 1591391113

Contract Negotiations


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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.

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Author by Gregory A. Garrett
Genre eBook Business & Economics
Read Book 365
ISBN Number 9780808012467

The Government Manager S Guide To Contract Negotiation


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The Government Manager's Guide to Contract Negotiation Federal managers often find themselves at the negotiating table, charged with reaching a solid, fair deal for their agency. Now, you can gain a competitive edge in even the most difficult negotiations with time-tested, effective tactics from a noted authority on federal negotiations. This guide will help you understand the negotiation process, plan for it, develop strategies and tactics, anticipate and counter the other side's strategies and tactics, and conclude and document the negotiation. Concise, accessible, and authoritative, this book offers a veritable arsenal of winning strategies that you and your team can use in your next negotiation.

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Author by Legette McIntyre
Genre eBook Business & Economics
Read Book 144
ISBN Number 9781567264197

Essential Contract Drafting Skills


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Have you ever read a contract clause three times, and still been none the wiser about what it means? While consumer contracts are becoming more accessible, with companies employing more creative drafting and layout techniques, many business to business contracts remain stuck in the dark ages of legalese and Latin phrases.This book is for everyone who drafts and amends contracts. It will encourage you to focus on creating usable documents that meet essential business needs. By freeing you from the straitjacket of 'tested in court' terminology, it will inspire you to flex your creative muscles and draft clear, unambiguous and readable contracts.

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Author by Tiffany Kemp
Genre eBook Law
Read Book 116
ISBN Number 1484088557

Negotiating For Success Essential Strategies And Skills


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We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

Product Details :

Author by George J. Siedel
Genre eBook Business & Economics
Read Book
ISBN Number 9780990367123