Contract Negotiation Handbook

This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various... » 

This text explains how the need to negotiate arises and how to form a negotiating plan. It sets out a structured approach to negotiation through all its various stages: preparation; opening; development; closing; and recording. The use and misuse of certain tactics are also covered. «