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Full Description
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 terms
make sure you have covered the 'springboard and the safety net' -- combining the appealing and less appealing aspects of contracts
identify the type of negotiator that your counter party is and how that affects your negotiations
develop an overview of contract law
devise a negotiation strategy
identify whether you are in a contractual dispute
prepare for and acquire the best result out of any contractual dispute.
Contents
About the author v Introduction vii
Part I — The contractual environment
1 Springboard and safety net 3
2 Contracts — what are they? 13
Part II — Doing the deal
3 Preparing to do the deal 69
4 Negotiating — doing the deal 91
5 Terms of contracts to keep an eye on 100
6 Traps for the seller — pitfalls in negotiations 130
7 The telltale signs of the overseller — buyer beware 147
8 The 'red zones' 159
Part III — The relationship ends
9 In the contract 167
10 What happens if the contract is breached? 179
11 All good things come to an end — termination of contracts 190
12 Things ended badly — how you know you are in a dispute 194
13 Making peace early 217
14 Getting help to fi x the problem — but the warring parties decide 223
15 Getting help to fi x the problem — someone else decides 234
16 Preparing for battle — getting ready for the hearing 244
17 Preparing the case for hearing 247
18 In summing up 270
Appendix: The cheat sheet 272
Glossary 275
Index 279
