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This paper is about some of the basic, foundational and fundamental principles surrounding all negotiations. An understanding and appreciation of these will ensure you get all your negotiations off to a flying start, making sure you are prepared and able to handle many of the brickbats and setbacks that will almost inevitably come your way. Over the next few paragraphs you will learn the importance of thorough preparation and the steps with which you should familiarise yourself, including conducting 'an audit of the barriers to an agreement' to save time poring over the reasons why a deal 'died'. You will be introduced - if you were not already acquainted - to the Best Alternative To a Negotiated Agreement (BATNA): why it is so important, what you should be doing during your negotiations to strengthen it, and how it differs from a 'bottom line'. Knowing the difference between 'distributive' and 'integrative' negotiations is explained, as is why you should always (with the odd exception) make the first offer, providing it is within a reasonable Zone of Possible Agreement (ZOPA). You will be introduced to 'break points', 'fixed pies' and the fundamental distinction between 'positions' and 'interests' and why taking the time to decipher the difference is a huge aid to you arriving at a great deal. Finally, I will highlight some of the tricks and techniques used by the other side in an attempt to pressure you into giving in and, perhaps more importantly, how you sweep them aside and render them useless. [ABSTRACT FROM AUTHOR]

The collective work contract was signed following up the negotiation between the social partners- the employers and the employees. Through this negotiation is established the content of the judicial work relationship and also the rights and obligations of the parties, during the work process. The task to develop the employees' judicial status lies in the collective negotiation which, either expands the legal boundaries of the rights given to the employees, or, as a rightful source of the judicial work relationship, creates new rights for them. [ABSTRACT FROM AUTHOR]

This article provides an overview of the basic characteristics of database, or eContent, license agreements, defines general licensing terms, maps the anatomy of an electronic resources subscription agreement, and discusses negotiating skills and techniques for library staff. [ABSTRACT FROM AUTHOR]

Arises the need to analyze according to modern General Theory of contract, use the economic analysis of the law and to the legal principles the process of contract negotiation and different contractual categories (contracts discretionary, membership contracts and contracts of consumption), analyzed the problems of the clauses and the interpretation according to the Bona fides. [ABSTRACT FROM AUTHOR]

The world of integrated service provider networks, managed care providers, and preferred provider systems requires clinical social workers to become skilled in business negotiations, with specific attention to contracting for services. This article focuses on the components of negotiating and successfully competing for contracts to gain access to and participate in provider networks for the delivery of mental health services. The authors identify critical elements involved in contracting for services from the perspective of social work practitioners who are now working with or who plan to work with managed care organizations. This pragmatic approach recognizes the controversial nature of social workers' relationship with managed care organizations and the ethical dilemmas that affect both the quality and quantity of client services. [ABSTRACT FROM AUTHOR]