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Successful Contract Negotiation
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Overview
The book opens with a description of the legal basis for contract negotiations, then examines the mechanics of company organisation, delegated authority and fall-back positions. It is a highly readable book, designed to boost contract negotiating skills and confidence. The result will be improved profits, reduced risk and better business relationships.
Content
1 Legal foundation of negotiation
2 Internal factors
3 Negotiation principles
4 The whole process
5 Self-preparation
6 The negotiation
7 Post-negotiation activities
8 The content of a contract negotiation
9 Negotiating variations, claims and disputes
The author
Tim Boyce is Commercial Manager for a major electronics company. He has been involved in contract management for 20 years in several industries.
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