Successful contract negotiation
- New Delhi Viva Books 2006
- ix, 212 p.
What are the skills of gaining advantage in negotiating, and how does one manage good customer relations while conducting adversarial negotiations?
In his latest book Tim Boyce turns his attention to the challenges of contract negotiation. Unusually, he tackles the subject from the seller's as well as buyer's point of view. Many books look at negotiation as simply a process; he also covers the content in the specific area of contract negotiations - including price, payment, IPR, terms and conditions, warranties, liabilities, variations, claims and disputes.
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 stresses the concept of whole process, i.e. events both before and after the negotiation, and the importance of relationships. Tim Boyce gives a great deal of attention to the tricks of the negotiation trade ? planning, preparation, body language, and listening and questioning skills.
This 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.