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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.
Reviews
‘For the great majority of those involved in negotiation within the
construction industry this will provide a useful guide to a subject which
most of us think we know something about. The likelihood is that we know a
great deal less than we thought. Time spent with Mr Marsh’s book may
serve to put that right … wealth of interesting informative and
sometimes downright revolutionary material provided by Mr Marsh. Both as a
reference work and as a useful guide to be worked through little by little
this will be immensely useful to all those regularly involved in the
negotiation process.’ Civil Engineering Surveyor
'Any professional involved in contract negotiation would do well to
purchase and digest the contents of this book.’ M2 Best Books
Contents
Introduction; The Need to Negotiate: Introduction to Part One; Strict
tendering; Post tender negotiation; Securing a better bargain; Adjustment
of long-term contracts; Resolving conflict disputes. Planning for
Negotiation: Introduction to Part Two; Identifying the scope of the
negotiations; Data acquisition - the negotiating environment and the other
party’s decision-making processes; Data acquisition – objectives of
the other side, their level of commitment and
personalities/characteristics of their negotiators; Means of acquiring
data; Negotiating style; Setting the corporate objectives; Personal
objectives of the negotiators; Choice of strategy; Short-term contracts
– level of the first offer; Long-term contracts - the initial approach;
Contract dispute – the first offer; The negotiating team; Communication
and security; The negotiating brief; The negotiating plan; Conducting the
rehearsal. Structure and Sequence of the Negotiations: Introduction to
Part Three; The opening; Review of the opening; The follow-up; Identifying
the bargain; Concluding and recording the bargain. Negotiation Tactics:
Introduction to Part Four; Attitudinal tactics; Situation tactics;
Epilogue. Appendices: Decision techniques; The level of the first offer -
competitive bidding, purchaser’s strategy, quick kill; Model of the
bargaining process – both sides using hold-back strategy; Index.
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.
£80.00 / US$139.95 ISBN: 0 566 08021 4 April 2001 352
pages Hardback
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