03099nam 2200541 450 991067988850332120230421043741.01-85418-563-2(CKB)1000000000336971(EBL)309004(OCoLC)171581714(SSID)ssj0000079663(PQKBManifestationID)11983386(PQKBTitleCode)TC0000079663(PQKBWorkID)10075935(PQKB)10741073(MiAaPQ)EBC309004(EXLCZ)99100000000033697120181009d1998 uy 0engur|n|---|||||txtccrNegotiating tactics and techniques for software & Hi-Tech agreements /Robert BondLondon :Hawksmere,[1998]©19981 online resource (229 p.)Description based upon print version of record.1-85418-110-6 Acknowledgements; Author; Preface; Contents; 1. Understanding negotiating principles; 2. Preparing for negotiation; 3. Memoranda of Understanding and Heads Agreement; 4. Getting the content right; 5. Overcoming classic obstacles and obstructions; 6. Tactics of customers; 7. Further customers negotiating tactics; 8. Creative problem solving; 9. The use of non-verbals in negotiation; appendices; Appendix A Case study; Appendix B Heads of Agreement for software distribution; Appendix C Multimedia product licence and distribution agreement; Appendix D Software Escrow agreement (multiple licensee)Appendix E Patent licenceAppendix F Non-disclosure undertaking; Appendix G Confidentiality letter; Appendix H Confidentiality and non-disclosure agreement; Appendix I Disputes and law; Appendix J Sample Invitation to Tender (ITT); Glossary; Recommended readingWhat does negotiating in the hi-tech sector involve? The hi-tech sector is different. Commercial negotiations tend to cover all aspects of the transaction, not just issues such as price, performance and deadlines. The high value attributable to the intellectual property element of technology transfer transactions adds an additional dimension. The sheer internationalism of sectors such as information technology, telecommunications, biotech and pharmaceutical technology increase the complexity of the cultural and legal issues that are relevant to the negotiator. How will this Report help your buNegotiation in businessAcquisition of computer softwareManagementRequests for proposals (Public contracts)Negotiation in business.Acquisition of computer softwareManagement.Requests for proposals (Public contracts)343.410999Bond Robert(Robert T. J.),845776MiAaPQMiAaPQMiAaPQBOOK9910679888503321Negotiating tactics and techniques for software & Hi-Tech agreements2399825UNINA