The Coming into Force of the Contract

partner, 367
Contingency clauses, 219
Contingent contract, 390
Contract
EPC, 169
formal, 264
informal, 264
lawyers, 177
managers, 177
mixed-purpose, 169
specimen, 178
standard, 178
turnkey, 169
Contracting parties, 167
Contribution margin, 58
Controlling, 39
Cooperation
agreements, 371
planning, 361
Core project team member, 344, 347
Costs of delays, 263
Country risks, 61
Course of a negotiation, 222, 241
Court of arbitration, 378
Court proceedings, 202
Cultural dimensions, 33
Culture, 232, 249
Customer
contract, 162
credit rating, 61
projects, 277
D
Damages, 172
Database Marketing, 40
Delayed delivery, 172
Deliveries and services, 371
Demander analysis, 8
Demand evidence, 10
Demands in a negotiation, 208
Dispute resolution mechanism, 174
Downstream cooperation, 357
Duties
primary, 169
secondary, 170
E
Earned Value Analysis (EVA), 339
Emotions of a negotiator, 248
Endowment effect, 247
Escalation in a negotiation, 254
Exchange
contract, 162
theory, 2
transaction, 183
Exchange of information, about priorities, 226
Export or customs provisions, 62
F
Factor specificity, 4
Fairness, 219
Femininity, 233
Final deadlines, 226
First offer, 246, 254
Formal acceptance, 196
Frame, 239, 242
Framing, 239, 244
Full cost information, 245
Future expectations, 217, 257
G
Game theory, 214
Gantt diagram, 326
Gender, 231
General contractor, 165, 374–376, 382
H
Halo effect, 243
Heuristics, 244
Hidden consortium, 375, 382
Horizontal cooperation, 357
I
Individual gain, 228, 237
Individualism, 233
Information
availability of, 246
exchange, 237
processing, 227, 243, 250
systems, 215
Initial offer, 259
Initiation phase, 209
Inquiry, 210
In-supplier, 357, 374
Integrative potential in a negotiation, 219, 240,
251
Integrativity, 6
Interaction, 249
Interaction approach, 5
Interests, 182, 251, 262
396
Index

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Interface problems, 386
Internal services, 357
Items for negotiation, 256
J
Joint gain, 228
L
Late payment, 172
Law, applicable, 171
Letter of Intent, 180
Liability, 371, 381
joint and several, 165
Licenses, 62
Likelihood of an order, 58
Likelihood of winning the order, 164
Local
content, 367
cooperation partners, 62
Logrolling, 217, 262
Long-term orientation, 233
M
Machiavellianism, 231
Main process costs, 44
Management, 370
Market
price, 244
transaction, 6
Markup, 68
Masculinity, 233
Matching, 237, 260
Mediation, 202
Memorandum of understanding, 180
Milestone
schedule, 293, 322–324, 326
trend analysis, 298, 323, 324
Moods of a negotiator, 248
Motivation, 235
Multi-level marketing, 360
N
Negative response in a negotiation, 253
Negotiated gain, 221, 224, 245
Negotiation, 202, 235
affective processes in a, 248
analysis, 214, 226
context factors of, 222
definition of, 209
distributive, 214, 215
dynamic influences of, 222
efficiency of, 217, 221, 225, 231, 237, 238,
248, 251
features of a, 208
gain, 216
goal, 221
integrative, 214, 217
interdependence in a, 208
issues, 213, 217, 225
location, 228
management, 179
medium, 227, 250
phase, 210
process, 234, 257, 259
reciprocity in a, 255
strategic actions in a, 209
subjective value of a, 220
support system, 226
team, 259
win-lose, 181
win-win, 181
Negotiation behavior, 231, 238, 250
distributive, 252
integrative, 251
reciprocity of, 253
Negotiator’s dilemma, 185, 219
O
Objective of the negotiation, 226, 244, 258
Offer, 163
acceptance, 194
counter, 194
Offers in a negotiation, 208, 244
Open consortium, 375
Order value, 47
Organizational form of a project cooperation,
375
Organizational structure, 35, 36
functional, 36
object-oriented, 36
process-oriented, 36
Outcomes of a negotiation, 222
Out-supplier, 357, 374
P
Package offer, 252