Negotiating Techniques in International Commercial Contracts

1. Auflage 2017
ISBN: 978-1-138-70492-3
Verlag: Taylor & Francis Ltd

Buch, Englisch, 166 Seiten, Format (B × H): 152 mm x 217 mm, Gewicht: 454 g

Reihe: Routledge Revivals

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.

Autoren/Hrsg.

Chatterjee, Charles

Fachgebiete

• Interdisziplinäres Wissenschaften Wissenschaften Interdisziplinär Wirtschafts- und Sozialwissenschaften

Inhaltsverzeichnis

1: Some Basic Concepts Fundamental to Negotiation of International Commercial Contracts; 2: Preparation for Negotiation; 3: Negotiation of International Commercial Contracts and Risks; 4: Negotiation of International Sales Contracts; 5: Negotiation of Transfer of Technology Contracts; 6: Project Finance; 7: Negotiation of Syndicated Loan Agreements; 8: Negotiation of International Construction Contracts; 9: Negotiation of Petroleum Contracts; 10: The Role of the Lawyer in Negotiating International Commercial Contracts

Über Autor(innen)

Charles Chatterjee