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Negotiating
Techniques in International Commercial Contracts
C. Chatterjee, London Guildhall University, UK
Hardback
£50.00
/ US$89.95
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In the commercial world hard commercial considerations, rather than the
psychological warfare proposed in a large proportion of current
literature, matter most in successfully negotiating contracts. This work
highlights the most important special features of selected contracts,
namely, payment contracts, petroleum contracts, in addition to ordinary
export contracts, syndicated loan agreements, international engineering
and construction contracts, and issues relating to project finance and
risks. The book reminds negotiators of the changing attitudes towards the
negotiation of international commercial contracts, including more
awareness of the bargaining powers of both parties.
Contents
Some basic concepts fundamental to negotiation of international commercial
contracts; Preparation for negotiation; Negotiation of international
commercial contracts and risks; Negotiation of international sales
contracts; Negotiation of transfer of technology contracts; Project
finance; Negotiation of syndicated loan agreements; Negotiation of
international construction contracts; Negotiation of petroleum contracts;
The role of the lawyer in negotiating international commercial contracts:
some comments; Bibliography; Index.
£50.00 / US$89.95 ISBN: 0 7546 2031 X April 2000 166
pages Hardback
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