Practical Contract & Commercial Negotiations
Within business, negotiation skills are prized and large amounts are spent on training. Yet in many cases negotiation does not generate anticipated benefits. Today’s volatile and uncertain markets demand greater agility and flexibility, which can be achieved only through more collaborative relationships and radically different approaches to negotiation.
This book offers practitioners a practical guide and useful insights to the basics of effective contract and commercial negotiations, whatever point in the contracting lifecycle they occur. It is therefore invaluable for the individual professional who wishes to build their personal negotiation skills, knowledge and capabilities.
“Invaluable for the individual professional” Sally Hughes, CEO IACCM
” Excellent reference, loved it” Dick Finch CEO – Tough Logistics
“This is an ideal read for buyers and managers alike” Tom McClurg CEO
Association of Internal Control Practitioners
“Really informative and a good reference” Alan Harper Head of Procurement Leonardo Ltd
“A very worthwhile text and recommended reading”
“The emphasis is on the negotiation of commercial contracts, this sharper focus makes it a much more useful text for those actively engaged in this specific activity”
“Who needs yet another negotiation text, there are scores of them?’ but a close look reveals that this offering has characteristics that distinguish it from the rest”