The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals

Many books have been written on negotiation tactics and a few books have been written on contract drafting, but no book has combined the two disciplines into one—until now. Resulting from over 10 years of actual negotiation experience as both buyer and seller, author Stephen Guth offers insight into a world of negotiations and contracts that few ever see.

This book isn’t a feel-good book on win-win negotiations. It’s an insider’s view into real life negotiation tactics and ploys. Readers will learn how to use negotiation tactics such as the Columbo, the Price Slice and Dice, and the Signature Limit Lasso. Readers will also learn how to spot and counter vendor ploys such as the Pop-Tart, Mirroring, and the Only Game in Town. To put it all together, readers are instructed on contract drafting tricks such as Expressly Implied Warranties, the Endless Indemnification, and the Unlimited Limitation of Liability. Readers will never look at contracts the same way again.