Contract Negotiation Handbook

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.

A good commercial contract is both a springboard and a safety net it provides the opportunity to expand and grow your businessbut also to protect it if things go wrong. In a tough commercialworld, getting the best deal you can is paramount.The Contract Negotiation Handbook demystifies complexlegal principles so that busy businesspeople can quickly and easilydigest them. With clear, practical examples and case studies tohelp illustrate and explain different types of contracts andcontractual situations, this comprehensive handbook will helpyou:* prepare for negotiations and identify contractual terms* make sure you have covered the 'springboard and thesafety net' -- combining the appealing and less appealing aspectsof contracts* identify the type of negotiator that your counter party is andhow 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 contractualdispute.

About the author vIntroduction viiPart I -- The contractual environment1 Springboard and safety net 32 Contracts -- what are they? 13Part II -- Doing the deal3 Preparing to do the deal 694 Negotiating -- doing the deal 915 Terms of contracts to keep an eye on 1006 Traps for the seller -- pitfalls in negotiations 1307 The telltale signs of the overseller -- buyer beware1478 The 'red zones' 159Part III -- The relationship ends9 In the contract 16710 What happens if the contract is breached? 17911 All good things come to an end -- termination ofcontracts 19012 Things ended badly -- how you know you are in a dispute19413 Making peace early 21714 Getting help to fi x the problem -- but the warringparties decide 22315 Getting help to fi x the problem -- someone else decides23416 Preparing for battle -- getting ready for the hearing24417 Preparing the case for hearing 24718 In summing up 270Appendix: The cheat sheet 272Glossary 275Index 279