Contract Negotiation Handbook

Marsh, P.D.V.

ISBN 10: 0566024039 / ISBN 13: 9780566024030

Published by Gower Publishing Ltd, 1984

About this Item

Most items will be dispatched the same or the next working day. An apparently unread copy in perfect condition. Dust cover is intact with no nicks or tears. Spine has no signs of creasing. Pages are clean and not marred by notes or folds of any kind.

Seller Inventory # rev8850060869

Bibliographic Details

• Title: Contract Negotiation Handbook
• Publisher: Gower Publishing Ltd
• Publication Date: 1984
• Language: English
• ISBN 10: 0566024039
• ISBN 13: 9780566024030
• Binding: hardcover
• Condition: Like New
• Weight: 771.1 grams

About this title

Synopsis

This text 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 preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. The text has been updated and revised, and employs a more user-friendly aproach. 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.

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.