Negotiating Techniques in International Commercial Contracts

1st Edition

Charles Chatterjee

Routledge
Published December 8, 2017
Reference - 166 Pages
ISBN 9781138704923 - CAT# Y323949
Series: Routledge Revivals

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Summary

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.

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