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Contract Negotiations: Skills, Tools and Best Practices
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.
Table of Contents
Chapter 1
The New Performance-Based Buying and 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, & Best Practices
Chapter 5
Planning Contract Negotiations— Strategies, Tactics, and Countertactics
Chapter 6
Conducting Contract Negotiations:Building Relationships and Sucessful Outcomes
Chapter 7
Forming and Documenting the Right Performance-Based Contract
Chapter 8
U.S. Federal Government Contract Negotiation—Best Practices
Chapter 9
U.S. Commercial Contract Negotiations: Correcting Misconceptions and Applying—Best Practices
Chapter 10
Multinational and Global Contract Negotiation—Best Practices
Appendices:
Seven Steps to Performance-Based Services Acquisition
United Nations Convention on Contracts for the International Sale of Goods
Glossary
Bibliography