Damian Ward

Contract Negotiation Handbook

• Broschiertes Buch

Produktbeschreibung

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.

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Produktdetails

• Verlag: John Wiley & Sons Australia Ltd
• Seitenzahl: 304
• Erscheinungstermin: 26. September 2011
• Englisch
• Abmessung: 216mm x 140mm x 17mm
• Gewicht: 394g
• ISBN-13: 9780731407200
• ISBN-10: 0731407202
• Artikelnr.: 35334793

Autorenporträt

Damian Ward is a partner in Home Wilkinson Lowry, an Australia-wide commercial law firm. Damian has written extensively about contract preparation and negotiation, and has a monthly column in Managing Information Strategies (MIS) magazine. Throughout his career, Damian has assisted countless clients to resolve disputes arising from contracts.

Inhaltsangabe

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