Contract Negotiation Handbook

Every organization enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating. Moreover the successful planning, execution and conclusion of contract negotiations can contribute directly to corporate profitability. The Contract Negotiation Handbook explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages - preparing to negotiate, the opening of negotiations and how these develop at the negotiating table, and the closing and recording of the bargain. The use and misuse of certain tactics in negotiation are also covered. This classic text has now been thoroughly updated and revised, employing a more user-friendly approach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text, rather than being treated as a separate entity.

Table of Contents:
Contents: Introduction; The Need to Negotiate: Introduction to Part One; Strict tendering; Post tender negotiation; Securing a better bargain; Adjustment of long-term contracts; Resolving conflict disputes. Planning for Negotiation: Introduction to Part Two; Identifying the scope of the negotiations; Data acquisition - the negotiating environment and the other party’s decision-making processes; Data acquisition - objectives of the other side, their level of commitment and personalities/characteristics of their negotiators; Means of acquiring data; Negotiating style; Setting the corporate objectives; Personal objectives of the negotiators; Choice of strategy; Short-term contracts - level of the first offer; Long-term contracts - the initial approach; Contract dispute - the first offer; The negotiating team; Communication and security; The negotiating brief; The negotiating plan; Conducting the rehearsal. Structure and Sequence of the Negotiations: Introduction to Part Three; The opening; Review of the opening; The follow-up; Identifying the bargain; Concluding and recording the bargain. Negotiation Tactics: Introduction to Part Four; Attitudinal tactics; Situation tactics; Epilogue. Appendices: Decision techniques; The level of the first offer - competitive bidding, purchaser’s strategy, quick kill; Model of the bargaining process - both sides using hold-back strategy; Index.

About the Author :
P D V Marsh, BA (Hons), is a retired solicitor. He began his commercial career with the National Coal Board where he became their Chief Contracts Officer. He later held senior posts with AEI Limited and Standard Telephones and Cables Limited where, for four years, he was Project Manager for their Submarine Telephone Cable Division. He then joined George Wimpey Ltd and became a director of Wimpey Major Projects Ltd. His last post before retiring was as Contracts Manager for the Transportation Systems Division of Transmanche Link. Since retiring in 1990 he has run his own consultancy practice.