Contract negotiation handbook: getting the most out of commercial deals

A good commercial contract is both a springboard and a safety net -- it provides the opportunity to expand and grow your business, but also to protect it if things go wrong. In a tough commercial world, getting the best deal you can is Paramount.The Contract Negotiation Handbook demystifies complex legal principles so that busy businesspeople can quickly and easily digest them. With clear, practical examples and case studies to help illustrate and explain different types of contracts and contractual situations, this comprehensive handbook will help you:prepare for negotiations and identify contractual termsmake sureyou have covered the ‘springboard and the safety net' -- combining the appealing and less appealing aspects of contractsidentify the type of negotiator that your counter party is and how that affects your negotiationsdevelop anoverview of contract lawdevise a negotiation strategyidentify whether you arein a contractual disputeprepare for and acquire the best result out of any contractual dispute. INDICE: About the author vIntroduction viiPart I — The contractual environment1 Springboard and safety net 32 Contracts — what are they? 13Part II — Doing the deal3 Preparing to do the deal 694 Negotiating — doing the deal 915 Terms of contracts to keep an eye on 1006 Traps for the seller — pitfalls in negotiations 1307 The telltale signs of the overseller — buyer beware 1478 The ‘red zones’ 159Part III — The relationship ends9 In the contract 16710 What happens if the contract is breached? 17911 All good things come to an end — termination of contracts 19012 Things ended badly — how you know you are in a dispute19413 Making peace early 21714 Getting help to fi x the problem — but the warring parties decide 22315 Getting help to fi x the problem — someone else decides 23416 Preparing for battle — getting ready for the hearing 24417 Preparingthe case for hearing 24718 In summing up 270Appendix: The cheat sheet 272Glossary 275Index 279

• ISBN: 978-0-7314-0720-0
• Editorial: John Wiley & Sons
• Encuadernacion: Rústica
• Páginas: 304
• Fecha Publicación: 23/06/2012
• Nº Volúmenes: 1
• Idioma: Inglés