Every organization enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating.  Moreover the successful planning, execution and conclusion of contract negotiations can contribute directly to corporate profitability.   The Contract Negotiation Handbook 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 - preparing to negotiate, the opening of negotiations and how these develop at the negotiating table, and the closing and recording of the bargain. The use and misuse of certain tactics in negotiation are also covered.   This classic text has now been thoroughly updated and revised, employing a more user-friendly approach.  New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text, rather than being treated as a separate entity.

Contract Negotiation Handbook

Business & Money

Marsh, P.D.V.

Management & Leadership

Gower Pub.Co.

Peter Marsh's book has long been recognized as a standard work. With its emphasis on the commercial aspects of contracting, it represents a practical guide to this complex subject for purchaser and contractor alike. This new edition has been brought fully up to date to reflect recent changes in case law and legislation, the major change being the passing of the Housing Grants, Construction and Regeneration Act 1996. The book also charts changes to model forms of contract conditions, in particular the new PACE forms of government contracts. Contracts covered are those for the construction of buildings and civil engineering works, the supply and installation of mechanical, electrical and process plants, and also for computer system and facilities management. Methods of contracting, including PFI schemes, are critically examined and reference is made to the Government's latest thinking on prime contracting.As in previous editions, this book covers contract planning and contract administration, deals with both the preparation and the appraisal of tenders and explains in detail how to draft the key clauses in a contract to ensure the maximum advantage. In this revised version, Contracting for Engineering and Construction Projects will continue to serve the needs of purchasing and contracts staff, engineers, quantity surveyors, project managers and legal advisers seeking a reliable source of guidance.

Contracting for Engineering and Construction Projects

Science & Math

Technology

Every organization enters into agreements for purchase and supply of goods and services, and most managers have some involvement in negotiating. Moreover the successful planning, execution and conclusion of contract negotiations can contribute directly to corporate profitability. The Contract Negotiation Handbook 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 - preparing to negotiate, the opening of negotiations and how these develop at the negotiating table, and the closing and recording of the bargain. The use and misuse of certain tactics in negotiation are also covered. This classic text has now been thoroughly updated and revised, employing a more user-friendly approach. New features include a discussion of partnering and the importance of long-term relationships and contracts. The role of the psychology of bargaining is integrated throughout the text, rather than being treated as a separate entity.

Reference

Routledge

<p>Peter Marsh's book is the ideal reference and companion for all concerned with tendering and contains a stimulating mix of information and advice. The author shows how successful tendering goes well beyond estimating cost and applying a mark-up. He demonstrates the importance of establishing an intelligence system to provide marketing, political, financial and legal data on which to base a bidding decision, and goes on to suggest how to implement and operate such a system.Above every other consideration, a tender must sell - it must be both appealing and acceptable to the decision makers. These criteria are taken into account when suggesting how to write a tender as a 'winning document'.</p>

Successful Bidding and Tendering (Gower Business Enterprise Series)

Wildwood House

Contracting for engineering and construction projects

Gower P., [for] the Institute of Purchasing and Supply

Contract negotiation handbook (A Gower Press handbook)

Gower Press

See the best price to sell, buy, or rent books by Marsh, P.D.V.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Marsh, P.D.V.