Successful Contract Negotiation

This comprehensive manual is on the negotiation of business contracts. Detailed attention is given to negotiation principles, including choice of negotiator, planning, preparation, strategy and tactics. Tricks of the negotiation trade are covered, including ploys, body language, listening and questioning skills. It includes discussion of the legal basis for negotiations and the mechanics of company organization. The book covers not just the process of neotiation, but the content - prices, payment, terms, warranties, liabilities and claims. It also looks at negotiations from the seller's, as well as (as often) the buyer's viewpoint. Tim Boyce is the author of "The Commercial Engineer" and "Successful Contract Administration".