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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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