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What are the main motivational factors driving negotiation? The strength and motivation of the negotiator highly depend on how close is she/he to achieve the goal of the bargain in commercial contracts or business deals. Negotiator usually starts with a strong positioning of what the party position is related to a particular goal or objective.
Contract Negotiation Commercial Negotiation


 
Nowadays many commercial negotiations between SME (small and medium enterprises) and big corporations fail, even between corporations themselves business negotiation failure is very common. The business development managers are lying about the product and its performance they want to sell.
Contract Negotiation Contract Commercial Negotiation


 
With relation to EPC and turnkey contracts, it is the employer who usually approves contract variations. If we look at the other FIDIC suite of contracts, is the contract administrator who directly approves the variations. In those contracts, even the employer has no direct right to approve the variations. Coming back to the Silver Book, the contractor can at any time issue or suggest improvements to be made
FIDIC Suite Variation Clauses


 


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