商务英语：Best Contracting Practices for Business.ppt

The Importance of Price Price Schedule Technology(RD) Services Ts and Cs Products CustomerObligations Type ofcontract Miscellaneous Adapted from Reference Text: pg. 147 The Importance of Terms and Conditions Ts and Cs:Cost, Risk,and Value Payments Inspection andacceptance Financing Warranties Taxes Guarantees Indemnityand liability Exchange rate Spares Obligations Deliveryterms And so on Adapted from Reference Text: pg. 148 Phase 2: Conducting Negotiations Tactics and Countertactics I (Buyer vs. Seller) Disclose the attack Strike back Give in Break off Explore alternatives Know the truth Have the right data Establish in writing who has authority Escalate Attacks (hot buttons) Personal insults Emotional reactions Professional insults Tricks False data No authority to negotiate Countertactics Tactics Adapted from Reference Text: pg. 149 Tactics and Countertactics II (Buyer vs. Seller) Agree with deadline Counter the offer with compromise schedule Refuse to change schedule Coordinate schedules in advance Counter with your limited availability Be flexible Escalate Arbitrary deadlines Limited availability Countertactics Tactics Tactics and Countertactics III (Buyer vs. Seller) Escalate to third party Compromise Disclose them as giveaways Exchange giveaways Third-party scapegoat Real approval required Pretend such approval is required Giveaways Countertactics Tactics Unit 5: Pre-Award Phase Best Practices Reference Text, pg. 79 Contract Management Process - Buyer’s and Seller’s steps Contract Management Process: Preaward Phase Buyer’s steps 1. Procurementplanning 2. Solicitation planning 3. Solicitation Procurement Planning Is the process of identifying which buyer needs can be best met by procuring products or services outside the organization Involves the buyer’s consideration of – Whether to procure (make-or-buy decision) How to procure (contracting method) What to proc