Store Corporate / Government Contract Negotiations: Skills, Tools, and Best Practices, Second Edition
Contract Negotiations: Skills, Tools, and Best Practices, Second Edition

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

By Gregory A. Garrett
Format
Softcover
$75.00

Softcover

Price
$75.00
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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

Publish Date 09/24/2015
Product Line Wolters Kluwer Legal & Regulatory U.S.
ISBN 9781454872092
SKU 10028502-0002
Table of Contents
  • Chapter 1: Building Successful Partnerships in the e-Business Age
  • Chapter 2: Building Trust, Managing Expectations, and Honoring Commitments
  • Chapter 3: The Contract Management Process
  • Chapter 4: Teamwork—Roles and Responsibilities
  • Chapter 5: Global Contracting Concepts and Principles
  • Chapter 6: e-Procurement and Contracting Methods
  • Chapter 7: The Preaward Phase
  • Chapter 8: Contract Pricing Arrangements
  • Chapter 9: The Award Phase
  • Chapter 10: The Postaward Phase
  • Chapter 11: Global Contract Management—Misconceptions and Best Practices
  • Chapter 12: Creating Value and Getting Results
  • Chapter 13: Contract Management Maturity Model
  • Chapter 14: Contract Management Risk & Opportunity Assessment Tool
  • Chapter 15: Unauthorized Commitments and Constructive Changes
  • Chapter 16: Building Teaming Arrangements
  • Chapter 17: Managing U.S. Government Subcontracts
  • Chapter 18: Creating a World-Class Contracting Organization
  • Appendix A: Contract Management Forms
  • Appendix B: United Nations Convention on Contracts for the International Sale of Goods (1980)
  • Appendix C: The Uniform Commercial Code

Volumes