Within business, negotiation skills are prized and large amounts are spent on training. Yet in many cases negotiation does not generate anticipated benefits. Today’s volatile and uncertain markets demand greater agility and flexibility, which can be achieved only through more collaborative relationships and radically different approaches to negotiation.
This book offers practitioners a practical guide and useful insights to the basics of effective contract and commercial negotiations, whatever point in the contracting lifecycle they occur. It is therefore invaluable for the individual professional who wishes to build their personal negotiation skills, knowledge and capabilities.