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NEGOTIATING TECHNIQUES IN INTERNATIONAL COMMERCIAL CONTRACTS at Meripustak

NEGOTIATING TECHNIQUES IN INTERNATIONAL COMMERCIAL CONTRACTS

Books from same Author: C. Chatterjee

Books from same Publisher: Taylor & Francis Ltd

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    • General Information  
    Author(s)C. Chatterjee
    PublisherTaylor & Francis Ltd
    ISBN9780754620310
    Pages166
    BindingHardback
    LanguageEnglish
    Publish YearApril 2000

    Description

    Taylor & Francis Ltd NEGOTIATING TECHNIQUES IN INTERNATIONAL COMMERCIAL CONTRACTS by C. Chatterjee

    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.