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Contract Negotiations: Skills, Tools, and Best Practices, Second Edition

Contract Negotiations: Skills, Tools, and Best Practices, Second Edition

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Softcover
$85.00

Softcover

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$85.00
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Overview

Gregory Garrett’s Contract Negotiations: Skills, Tools, and Best Practices, Second Edition is a one-of-a-kind resource that provides a comprehensive treatment of contract negotiations, with a compelling discussion of what skills, tools, and best practices are needed to become a master contract negotiator. There are many books written on the basics of negotiations, and a few are specific to contract negotiations, but this is the only book which thoroughly discusses the entire contract negotiation process—from beginning to end—with more than 200 best practices from U.S. federal government, commercial, and multinational/global business sectors.

Contract Negotiations is for anyone involved with negotiating business deals, whether large or small, or anywhere in between. This includes: contract managers, contract negotiators, contract administrators, sales managers, account managers, price/cost analysts, subcontract managers, purchasing managers, supply-chain managers, project managers, and real estate agents. It also applies to individuals in both the public and private business sectors.

Topics covered in Contract Negotiations: Skills, Tools, and Best Practices, Second Edition include:

  • The buying and selling environment
  • Contract negotiation skills and competencies
  • The contract negotiation process
  • Planning contract negotiations
  • Conducting contract negotiations
  • Forming and documenting performance-based contracts
  • U.S. government contracts
  • Commercial contracting misconceptions
  • Multinational and global contracts

Pages 380
Publish Date 09/24/2015
Product Line Wolters Kluwer Legal & Regulatory U.S.
ISBN 9781454872092
SKU 10028502-0002
Table of Contents
  • Chapter 1 The New Performance-Based Buying & Selling Environment - The World We Live In!
  • Chapter 2 Contract Negotiation Competencies: The Skills to Win
  • Chapter 3 The Contract Negotiation Process
  • Chapter 4 Planning Contract Negotiations: People, Tools, and Best Practices
  • Chapter 5 Contract Negotiations Planning: Strategies, Tactics, and Countertactics
  • Chapter 6 Conducting Contract Negotiations: Building Relationships and Successful Outcomes
  • Chapter 7 Forming and Documenting the Right Performance-Based Contract
  • Chapter 8 U.S. Federal Government Contract Negotiations—Best Practices
  • Chapter 9 Commercial Contract Negotiations— Correcting Misconceptions and Applying Best Practices
  • Chapter 10 Multinational/Global Contract Negotiation— Best Practices
  • Appendix A Seven Steps to Performance-Based Services Acquisition
  • Appendix B United Nations Convention on Contracts for the International Sale of Goods (1980) [CISG]
  • Glossary
  • Bibliography
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