The Essentials Of Contract Negotiation

Author : Stefanie Jung,Peter Krebs
Publisher : Springer
Page : 242 pages
File Size : 51,8 Mb
Release : 2019-06-14
Category : Law
ISBN : 9783030128661

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The Essentials of Contract Negotiation by Stefanie Jung,Peter Krebs Pdf

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.

Author : Stephen Guth
Publisher : Lulu.com
Page : 212 pages
File Size : 42,7 Mb
Release : 2007-12-20
Category : Business & Economics
ISBN : 9781435706392

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The Contract Negotiation Handbook by Stephen Guth Pdf

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.

Author : Ava J. Abramowitz
Publisher : John Wiley & Sons
Page : 384 pages
File Size : 50,6 Mb
Release : 2009-03-16
Category : Architecture
ISBN : 9780470426883

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Architect's Essentials of Negotiation by Ava J. Abramowitz Pdf

"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.

Author : Roy J. Lewicki,David M. Saunders,John W. Minton
Publisher : McGraw-Hill/Irwin
Page : 276 pages
File Size : 44,5 Mb
Release : 2001
Category : Negotiation
ISBN : UCSD:31822025432485

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Essentials of Negotiation by Roy J. Lewicki,David M. Saunders,John W. Minton Pdf

This is a short derivative from the main Negotiation text. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. In this revision, the organization more closely follows both Negotiation and Negotiation: Readings, Cases, and Exercises. Events and contemporary media have been interspersed throughout the text to add to readability and student interest. Every chapter has been revised; major new sections include material on dispute framing, coalitions and types of relationships between negotiators.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 43,9 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Author : Abramowitz
Publisher : Unknown
Page : 128 pages
File Size : 50,6 Mb
Release : 2002-10-01
Category : Electronic
ISBN : 0471294292

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Architect's Essentials of Contract Negotiation by Abramowitz Pdf

Author : Michael R. Carrell,Christina Heavrin
Publisher : Pearson
Page : 292 pages
File Size : 52,5 Mb
Release : 2008
Category : Business & Economics
ISBN : UVA:X030110210

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Negotiating Essentials by Michael R. Carrell,Christina Heavrin Pdf

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. With its unique and appealing student-centered focus, Carrell & Heavrin helps students of all disciplines master the concepts, skills, and practices of effective negotiations.

Author : Legette McIntyre
Publisher : Berrett-Koehler Publishers
Page : 394 pages
File Size : 41,8 Mb
Release : 2006-07-01
Category : Business & Economics
ISBN : 9781523096329

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Essentials for Government Contract Negotiators by Legette McIntyre Pdf

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

Author : Gary Soo,Peter Cheng
Publisher : Hong Kong University Press
Page : 173 pages
File Size : 40,5 Mb
Release : 2022-04-11
Category : Law
ISBN : 9789888754113

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Essentials of Contract Drafting and Negotiation for Construction Professionals by Gary Soo,Peter Cheng Pdf

Essentials of Contract Drafting and Negotiation for Construction Professionals is a practical and user-friendly guide to common practical contractual matters and is intended for construction professionals involved in contract drafting and negotiating. Knowing how to draft an effective contract is crucial in construction, particularly because of the complex and technical nature of construction projects. Divided into six chapters, this guide will enhance and refresh essential knowledge for lawyers and construction professionals who need to understand the principles of drafting and interpreting construction contracts, how to clearly identify and include key elements in these contracts, as well as how to avoid legal traps and pitfalls in contract negotiations and enforcement. ‘This book is timely given that many governments around the world are boosting their construction industry as part of greater economic development plans. Effective negotiation and the careful drafting of contracts are critical to minimizing risks. This book takes a practical and pragmatic approach to analysing statutory and legal precedents. It will doubtlessly assist readers in understanding the guiding principles from contract drafting to implementation.’ —Christopher To, barrister-at-law, Gilt Chambers ‘This book on contract drafting and negotiation is written in simple language. It is the product of a number of experts who specialize in relevant areas, and is edited by a very experienced construction barrister and a renowned practitioner in real estate and construction. The book will surely be a valuable reference for construction and legal practitioners and also students in the relevant disciplines.’ —Leung Hing Fung, professor of practice (arbitration and dispute resolution), Department of Real Estate and Construction, University of Hong Kong

Author : Roy J. Lewicki
Publisher : Irwin/McGraw-Hill
Page : 294 pages
File Size : 47,7 Mb
Release : 2004
Category : Business & Economics
ISBN : CORNELL:31924097252013

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Essentials of Negotiation by Roy J. Lewicki Pdf

Lewicki, Barry, Saunders, and Minton's: Essentials of Negotiation, Third Edition is a short paperback derivative from the main text, Negotiation. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.

Author : Andrea Kupfer Schneider,Christopher Honeyman
Publisher : American Bar Association
Page : 0 pages
File Size : 47,6 Mb
Release : 2019
Category : Law
ISBN : 1641054808

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Negotiation Essentials for Lawyers by Andrea Kupfer Schneider,Christopher Honeyman Pdf

This practical, easy-to-use guide is designed to help you figure out quickly what went wrong in yesterday's meetings, and how to fix it in tomorrow's follow-up. Each chapter starts with a brief introduction, followed by a standard section, Why This Concept Might Change Your Thinking. There, the author explains succinctly why their body of work might be useful specifically for lawyers. After that, each chapter has a section called Action Plan--What You Can Do Differently Tomorrow in which each author outlines specific steps you can take in your next negotiation. No other book comes close to this level of help for a lawyer facing a typical or even downright strange negotiating problem. This guide contains everything you need to know about negotiating in one compact volume.

Author : Anonim
Publisher : Harvard Business Press
Page : 186 pages
File Size : 47,9 Mb
Release : 2003-06-23
Category : Business & Economics
ISBN : 9781422131718

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Negotiation by Anonim Pdf

Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

Author : Legette McIntyre
Publisher : Berrett-Koehler Publishers
Page : 144 pages
File Size : 45,7 Mb
Release : 2013-05-01
Category : Business & Economics
ISBN : 9781567264197

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The Government Manager's Guide to Contract Negotiation by Legette McIntyre Pdf

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.

Author : Stewart Levine
Publisher : ReadHowYouWant.com
Page : 346 pages
File Size : 55,7 Mb
Release : 2010-06
Category : Business & Economics
ISBN : 9781458777621

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The Book of Agreement by Stewart Levine Pdf

Teaches a fundamental life skill-crafting mutually satisfying agreements Describes ten essential elements for designing agreements focused on achieving results rather than providing remedies for what might go wrong-a more effective alternative to the traditional legal/adversarial approach Includes thirty model agreements for business, personal, and professional uses Crafting agreements with others is a fundamental life skill. Unfortunately, we were never taught how to do it. The agreements most people make are incomplete and ineffective-they usually focus on protecting against what might go wrong instead of figuring out how to make things go right. The Book of Agreement offers a new approach. Stewart Levine demonstrates the superiority of ''agreements for results'' versus ''agreements for protection'' and outlines ten principles for creating agreements that explicitly articulate desired outcomes and provide a roadmap to achieving them. He includes over thirty specific templates that can be used to create this new type of agreement for results in a variety of organizational and personal contexts.

Author : Ava J. Abramowitz
Publisher : Wiley
Page : 330 pages
File Size : 55,8 Mb
Release : 2002
Category : Architecture
ISBN : UOM:39015054187664

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Architect's Essentials of Contract Negotiation by Ava J. Abramowitz Pdf

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