Negotiating Techniques in International Commercial Contracts

Nonfiction, Social & Cultural Studies, Social Science
Cover of the book Negotiating Techniques in International Commercial Contracts by Charles Chatterjee, Taylor and Francis
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Author: Charles Chatterjee ISBN: 9781351785242
Publisher: Taylor and Francis Publication: January 12, 2018
Imprint: Routledge Language: English
Author: Charles Chatterjee
ISBN: 9781351785242
Publisher: Taylor and Francis
Publication: January 12, 2018
Imprint: Routledge
Language: English

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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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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