Contract Negotiation Handbook

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9780566024030: 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.

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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.

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Marsh, P.D.V.
Published by Gower Publishing Ltd (1984)
ISBN 10: 0566024039 ISBN 13: 9780566024030
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Book Description Gower Publishing Ltd, 1984. Hardcover. Book Condition: Good. Good condition is defined as: a copy that has been read but remains in clean condition. All of the pages are intact and the cover is intact and the spine may show signs of wear. The book may have minor markings which are not specifically mentioned. Most items will be dispatched the same or the next working day. Bookseller Inventory # mon0007559565

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Book Description Gower Publishing, Epping, 1984. Hardback. Book Condition: Fine. Dust Jacket Condition: Fine. Second Edition. xi, 412pp. No inscriptions. Dustwrapper price intact. Red cloth gilt. Bookseller Inventory # 14754

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Book Description Gower Publishing Company Limited, Aldershot, Hampshire, UK, 1990. Hard Back/Hard Cover. Book Condition: Very Good ++/Near Fine. Dust Jacket Condition: Dustjacket Very Good ++. Reprint of Second Edition. 412 pages. A very clean, very tidy copy. Size: 9 1/4" Tall. Bookseller Inventory # 025904

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