Successful Contract Negotiation (Record no. 9467)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02779nam a2200157Ia 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20191111115350.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 140801s2006 xx 000 0 und d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9788130902272 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.3154 BOY-S |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Boyce, Tim |
| 245 ## - TITLE STATEMENT | |
| Title | Successful Contract Negotiation |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc | Viva Book Pub |
| Date of publication, distribution, etc | 2006 |
| Place of publication, distribution, etc | New Delhi |
| 500 ## - GENERAL NOTE | |
| General note | Introduction • Legal foundation for negotiation Introduction • Freedom to negotiate • Agreement of the parties • Duty to disclose information • Representations, promises and puffery • Duress and undue influence • Exclusion clauses • Unfair contracts • Agency • Mistake and mistakes • Uncertainty • Framework • Legal assistance • Internal factors • Introduction • Organisational issues • Writing a negotiation plan • Authority to negotiate • Approval for negotiations • Reserve position • Fall-back plans • Terms of reference • Managing the involvement of superiors • Reporting back • Selecting the negotiator • Negotiation principles • Introduction • The single negotiator • Negotiating in pairs • Team negotiations • Selecting the team • Rules for the lead negotiator • Rules for the support negotiator • Planning • Preparation • Strategy • Tactics • Objectives analysis • The whole process • Introduction • Managing the relationship • Expectation engineering • Prior events • Supporting documents and evidence • Platform building • Defensive measures • Time bombs • Corporate, general and personal relationships • Self-preparation • Introduction • Mental imaging • Performance imaging • Game analogies • Self-induced feedback • Process analysis • Win-win • Transactional analysis • Gap closing • The negotiation • Introduction • Location, timing, agenda, opening shots • Single and series meetings • Negotiating techniques • Ploys • Human interaction • Body language • Listening skills • Questioning skills • Four phases • The buzz •Post-negotiation activities • Introduction • Summarise • Check the relationship • Agree future actions • Confirm the agreement • Dealing with ‘unagreements’ • Internal debriefs • Exploiting the agreement • The content of a contract negotiation • Introduction • General principles • The contract requirement • Price • Payment • Delivery • Terms and conditions • Intellectual property rights • Warranties • Risks, liabilities and indemnities • Negotiating variations, claims and disputes • Introduction • Source of post-contract issues • Variations • Claims • Disputes • Mediation, conciliation, assisted dispute resolutiion (ADR), arbitration and litigation • Afterword |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Shelving location | Date acquired | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Uniform Resource Identifier | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Not For Loan | Reference | Amity Central Library | Amity Central Library | General Books | 31/05/2011 | 250.00 | 658.3154 BOY-S | 6672ABS | 11/11/2019 | https://epgp.inflibnet.ac.in/Home/Download | 31/05/2011 | Reference Book |