PDF Download The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals
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The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals
PDF Download The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals
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Product details
Paperback: 210 pages
Publisher: Lulu.com (December 20, 2007)
Language: English
ISBN-10: 1435706390
ISBN-13: 978-1435706392
Product Dimensions:
6 x 0.5 x 9 inches
Shipping Weight: 13.3 ounces (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
19 customer reviews
Amazon Best Sellers Rank:
#791,463 in Books (See Top 100 in Books)
Guth dedicates a significant portion of his book to outlining common supplier tactics for manipulating or at least steering procurement people. Each tactic has a clever name, a definition and tips on how to react. Key to Guth's philosophy on managing suppliers is that less information is more, and that meetings should happen on the buyer's terms and turf. The tactics seem a little light at first passing, but it is hard to deny that from a human behavior perspective Guth has us all pegged in one category or another. It is easy to feel smug reading about the tactics that other people fall prey to, but once you recognize your own habits described in reaction to a tactic, you know it. Then you can focus on the reasons you've been doing what you're doing, what the consequences may be, and how to combat the tactic in the future. The book could use more in the way of third party references or substantiation - I happen to like quotes and additional reading lists, but that's me. Guth does say right up front that the book is a representation of his experiences, and he is true to that. The last section of the book is a very practical guide to common contract sections and how to negotiate them - confidentiality, terms v. conditions, limitation of liability. He is a lawyer after all. If you spend a portion of your time putting contracts in place, this is a worthwhile reference to have on hand.Kelly Barner[…]
I recently received this book in Kindle & paperback version. My staff and I are using this book as a guide while we craft our first SaaS template as a Service Provider and also negotiate a couple of other SaaS agreement where we are the subscriber. I've not read the entire book yet but the sections I've read were very helpful. The method by which Mr. Guth dissects the various components of the template helps us to focus in on what we should doing (or not) and helps generate discussions of alternative methods or strategies. So far this book has been worth the investment.
great reference when drafting contracts
Technical, specific. And don't we all have to negotiate contracts? A great beside-the-desk work book for any software sales person ...
Very straightforward and full of practical and aggressive ideas to minimize risk and take the advantage and control of the agreement requirements process
Good read on tactics that can be used when negotiating and on tactics to watch out for. Quick read and I would suggest not just to procurement professionals or contract attorneys, but to sales folks too.
[Disclaimer: I'm Stephen's friend and we talk frequently about these topics.]The simple truth is that there aren't that many good resources available for people who negotiate contracts, and virtually none of them are written for someone who is a contract professional and sees vendor ploys on a consistent basis. This would seem to not necessarily be a huge deal - you wouldn't think that a negotiation handbook would need to be written to that specific of an audience.Contract professionals, however, are in a really strange position. We tend to see these ploys so many times and in so many forms that it is sometimes hard to catch the nuances. In other words, we become SO immersed in the shades of gray that we can't tell which shade is lighter or darker.Stephen's book delineates each shade of gray. He takes each ploy, breaks it down to its component parts and explains the mechanisms by which it works (and how to counter it). Then he turns the tables to discuss buyer tactics and their operation.Additionally, the Contract Negotiation Handbook covers specific language negotiation on several key contractual terms - which very few other publications even attempt. Lastly, Stephen reviews methods by which you can measure negotiation performance, in essence giving the reader the ability to measure the results of putting the Contract Negotiation Handbook's advice into practice!Overall, this book more than makes good on its promise of being indispensable. I hope you don't have one the next time we meet across the negotiation table.
Great reference
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