This book discusses today’s dynamic performance-based business environment in both the public and private business sectors. Contract Negotiations covers contract negotiation planning, conducting contract negotiation, documenting contract negotiation and contract formation. It also defines the competencies and skills needed to become a world-class contract negotiator. The author presents a proven contract negotiation process supplemented with numerous tools, forms, templates, case studies and best practices.
Features and Benefits
This one-of-a-kind book 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, a few books specific to contract negotiations, but, this is the only books which thoroughly discusses the entire contract negotiation process—from beginning to end—with more than 200 best practices from US federal government, commercial, and multinational/global business sectors.
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