This title was first published in 2000: Many works published on the
topic of negotiating have dealt with techniques of and preparation
for negotiation from a psychological standpoint, but this book
contends that in the commercial world, hard commercial
considerations rather than psychological warfare matter most in
successfully negotiating commercial contracts. The text highlights
the most important special features of selected contracts, namely
payment contracts and petroleum contracts in addition to ordinary
export contracts, syndicated loan agreements, international
engineering and construction contracts, and issues relating to
project finance and risk. One of the basic themes of this work is
to remind negotiators of the changing attitudes towards the
negotiation of international commercial contracts, including more
awareness of bargaining powers of both parties.
General
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