Contract Negotiations

Skills, Tools, and Best Practices

Author: Gregory A. Garrett

Publisher: CCH Incorporated

ISBN: 0808012460

Category: Business & Economics

Page: 365

View: 5593

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.
Posted in Business & Economics

Contract Negotiation Handbook

Author: P. D. V. Marsh

Publisher: Gower Publishing, Ltd.

ISBN: 9780566080210

Category: Reference

Page: 337

View: 7098

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.
Posted in Reference

Contract Negotiations

Author: N.A

Publisher: Håkan G. Lutz

ISBN: 9982550365


Page: N.A

View: 9638

Posted in

The Contract Negotiation Handbook

An Indispensable Guide for Contract Professionals

Author: Stephen Guth


ISBN: 1435706390

Category: Business & Economics

Page: 193

View: 5208

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.
Posted in Business & Economics

Government Contract Negotiations

A Practical Guide for Small Businesses

Author: David C. Moore

Publisher: Wiley


Category: Business & Economics

Page: 288

View: 5583

A unique hands-on guide to mastering the complex art of negotiating government contracts Any small business owner who has ever tried negotiating a contract with the federal government knows it can be a tedious and intimidating process, fraught with endless paperwork and countless rules and regulations. Here at last is an easy-to-understand book that takes the mystery out of doing business with a government agency. Written from a unique insider's point of view, Government Contract Negotiations: A Practical Guide for Small Businesses tells you everything you need to know about: Navigating government rules and procedures Writing effective technical and pricing proposals Making it into the competitive bid range Dealing with the government contracting officers review Crafting the best and final offer Monitoring the negotiation process And much more A must for small business owners, manufacturing and service contractors, and corporate financial officers, Government Contract Negotiations: A Practical Guide for Small Businesses takes the mystery out of negotiating and winning lucrative government contracts. For the small business owner, receiving a government contract can often be a satisfying and financially rewarding experience. However, negotiating such a contract often requires following a tedious path through a seemingly endless maze of rules and regulations. And not following those procedures exactly can automatically disqualify a contractor's proposal. Government Contract Negotiations: A Practical Guide for Small Businesses is designed to guide small business owners who want to do business with the federal government through the complexities of the competitive negotiation process. Written in easy-to-understand layperson's language, this book takes you through the competitive negotiation process and the related paperwork in a logical, step-by-step format while providing plain English translations of government rules and procedures. In order to provide you with a competitive edge in your negotiations, the author, a former government contracting officer, provides a unique insider's look at the way government agencies handle the various negotiation procedures and what they look for in a prospective service contractor. He provides specific, practical advice on how to write effective technical proposals and how to arrive at a competitive price, including how to determine the amount of profit to include in your proposal. He suggests ways to ensure that your proposal is included in the competitive range and is considered for the award of the contract. Mr. Moore also outlines the government decision-making process and reveals how the government evaluates proposals. No matter what stage your negotiations are in, Government Contract Negotiations: A Practical Guide for Small Businesses can help the process go more smoothly. For the first-time government contract negotiator, the author clarifies the difference between the sealed bidding process and competitive negotiation. He also outlines changes to the government procurement process, as mandated by the Federal Acquisition Streamlining Act of 1994. Once your foot is in the door, he provides valuable insight into the way the system works, describes the do's and don'ts of dealing with government buyers, and shows how to avoid the dangers of unauthorized dealings. An indispensable resource for small business owners, manufacturing and service contractors, controllers, CFOs, and other corporate financial managers, Government Contract Negotiations: A Practical Guide for Small Businesses provides invaluable guidance on how to effectively negotiate a lucrative government contract.
Posted in Business & Economics

The Managers Guide to Understanding Commercial Contract Negotiation

Author: Frank Adoranti

Publisher: Global Professional Publishi

ISBN: 9780852977200

Category: Business & Economics

Page: 257

View: 8088

* Examples are given from "real-life" business situations * Practical information and "Golden Rules" on what to do and what not to do * Plain English explanations of legal terms You've been involved in weeks, or sometimes even months, of hard-fought negotiations. However, the deal is not done until it is written up--not until the final form of contract is agreed upon and executed. You have to have a basic understanding of commercial contracts and all their ramifications every step of the way. This series explains the basics of commercial contract law, highlights how to spot potential issues before they become a problem and then how to work with a lawyer more effectively if things go wrong. It is a practical series definitely intended for corporate managers rather than lawyers.
Posted in Business & Economics

A writer's guide to contract negotiations

Author: Richard Balkin

Publisher: Writers Digest Books

ISBN: 9780898793604

Category: Business & Economics

Page: 149

View: 5448

Covers magazine agreements, book contracts, common clauses, and working with a lawyer or literary agent
Posted in Business & Economics

Negotiating a Labor Contract

A Management Handbook

Author: Charles S. Loughran

Publisher: Bna Books

ISBN: 9780871797452

Category: Business & Economics

Page: 559

View: 1311

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.
Posted in Business & Economics

Contract negotiation

a collective bargaining experience

Author: Dietrich L. Schaupp,Charles E. Hooper

Publisher: N.A


Category: Political Science

Page: 35

View: 2985

Posted in Political Science

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: 5108

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.
Posted in Business & Economics

The Government Manager's Guide to Contract Negotiation

Author: Legette McIntyre

Publisher: Berrett-Koehler Publishers

ISBN: 1523096578

Category: Business & Economics

Page: 144

View: 5946

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.
Posted in Business & Economics

Outsourcing State and Local Government Services

Decision-making Strategies and Management Methods

Author: John O'Looney

Publisher: Greenwood Publishing Group

ISBN: 9781567201697

Category: Business & Economics

Page: 244

View: 1632

Should we be doing everything ourselves, or might it be better to contract some tasks out to others? Could they do them better and cheaper than we can? More and more state and local governments are asking these questions, and while there are many answers on the Federal level, these answers often don't apply lower down the line. O'Looney's book provides precisely the guidance that state and local managers need to decide to outsource, and then step-by-step advice on how to proceed. O'Looney takes managers through the intricacies of contract outsourcing and administration, while appreciating the importance of government. His book is not an argument for privatization, rather, it is an affirmation of government and the benefits of its many services.
Posted in Business & Economics

Successful Contract Negotiation

Author: Tim Boyce

Publisher: Thorogood

ISBN: 9781854180216

Category: Business & Economics

Page: 212

View: 7273

This comprehensive manual is on the negotiation of business contracts. Detailed attention is given to negotiation principles, including choice of negotiator, planning, preparation, strategy and tactics. Tricks of the negotiation trade are covered, including ploys, body language, listening and questioning skills. It includes discussion of the legal basis for negotiations and the mechanics of company organization.
Posted in Business & Economics

Computer Contract Negotiations

Author: Joseph Auer,Charles Edison Harris

Publisher: Van Nostrand Reinhold Company

ISBN: 9780442203696

Category: Social Science

Page: 390

View: 6836

Posted in Social Science

Contract Negotiation Handbook

Software As a Service

Author: Stephen Guth

Publisher: N.A

ISBN: 9780988830806

Category: Computer software

Page: 250

View: 6899

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!
Posted in Computer software

Librarian Contract Negotiating Skills Benchmarks

Author: N.A

Publisher: N.A

ISBN: 9781574403961


Page: 70

View: 2221

The study presents data from 83 academic, medical, legal, corporate and public libraries and library consortia about how they train their librarians in negotiation skills, how they are assisted in negotiations, and which negotiations are they involved in. The report focuses particularly on negotiations for contracts for electronic information and other library materials and content, but also includes insights into the role and tactics of librarians in purchasing computers, furniture and in negotiating salaries for new hires.Among the issues covered in the report are: library efforts to train librarians in negotiation techniques, use of consultants, use of professionals from other offices of the parent institution to assist in negotiations, spending on webinars, books, conferences and other information sources about contract negotiations, and much more. The study helps its readers to answer questions such as: How do libraries develop better negotiators? How important or central are librarians vs. other types of professionals in different types of negotiations? How do consortia differ from individual libraries in their approach to negotiations? How much are libraries spending on conferences, webinars and other information resources to aid in negotiations? Just a few of the report's many findings are that: In about 60% of the libraries sampled there is at least one individual or a team specialized in negotiations that is responsible for negotiating online information contracts. For Library Consortia 78% have at least one individual or one team specialized in negotiations. In 83% of libraries with more than $5,000,000 in annual spending, librarians are seriously involved or are key figures in negotiating database license contracts, while only 50% of the libraries with less than $50,000 in annual spending play similar key roles in negotiations. Only a third of the medical libraries sampled had made any expenditure over the past three years to support librarian negotiating skills, the lowest percentage among the library types sampled. Public librarians though that they had the most to gain from excellent negotiating skills, believing that excellent negotiators achieved price saving averaging 32% over the efforts of poor negotiators.
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Attorney-client Privilege in Civil Litigation

Protecting and Defending Confidentiality

Author: Vincent S. Walkowiak

Publisher: American Bar Association

ISBN: 9781590313947

Category: Law

Page: 458

View: 3260

This edition has been substantially updated, revised and expanded wih new chapters, including Sarbanes-Oxley Act of 2002, confidentiality/communications and ethical problems. This guide addresses the problems faced when representing corporate and other clients in civil litigation.
Posted in Law