Effective Contract Negotiation through Persuasion


Dr. Ahmed El Ghanamy
Bilston Community College

Prof. Dimitrios P. Kamsaris
Bilston Community College

United Kingdom

1.    Introduction

The objective of this paper is to present a topic on Effective Contract Negotiation. The research objective is to attempt to identify the way in successfully negotiate contracts, deals and disputes while maintaining good relationships with the other party and their advisers. Also a variety of effective negotiating skills and styles coupled with a detailed analysis of negotiating techniques.

1.1.        Definitions

Contract: Effective contract negotiation is at the heart of commercial success. The art of Contract negotiation is just as important for the support team as it is for the up-front negotiator.

A contract is an agreement between two or more competent parties in which an offer is made and accepted, and each party benefits. The agreement can be formal, informal, written, oral or just plainly understood. Some contracts are required to be in writing in order to be enforced.

A contract is also an agreement between two or more parties which creates obligations to do or not do the specific things that are the subject of that agreement. Simple examples of a contract are a lease, a promissory note, or a rental agreement

Negotiation: Negotiation to confer with another or others in order to come to terms or reach an agreement, to arrange or settle by discussion and mutual agreement

  1. Literature on Communication and Persuasion

Persuasion is approach started with ancient Greek Philosophers such as Aristotle (McGuire, 1969). Persuasion is a time consuming effort where symbols are used, and include the active involvement of the receiver of the message where people try to convince each other to change their behavior regarding an issue through the transmission of a message (Perloff, 2003). To practice persuasion, we must understand that other people have desires and beliefs, a mental state that is vulnerable to change, and has a different perspective than they do (Perloff, 2003). People’s commitment to an idea develops with understanding (Calfee & Ringold, 1994). 


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About the Authors

pmwj22-may2014-Kamsaris-IMAGE3 GHANAMYDr. Ahmed El Ghanamy flag-egyptflag-uk

Birmingham, UK

Dr. Ahmed El Ghanamy is a Trainer of Management at Bilston Community College in the UK.  Dr. El Ghanamy has an extensive professional experience of more than thirty years in the petroleum industry. More specifically at the moment he holds the position of Financial General Manager Petroleum Marine Services Company (PMS) in Cairo, Egypt. Prior to that position he worked as a Head for Khalda Petroleum Company (KPC) in Egypt. Furthermore, he trains public & private sector executives in U.K, UAE, KSA, Qatar, and Egypt. Email: [email protected]

To view other works by Dr El Ghanamy, visit his author showcase in the PM World Library at http://pmworldlibrary.net/authors/dr-ahmed-el-ghanamy/

dimitrios-kamsarisProf. Dimitrios P. Kamsaris flag-greeceflag-uk

Birmingham, UK

Prof. Dimitrios P. Kamsaris is the Chairman of the Academic Board and Vice President at Bilston Community College in the UK, responsible for the International Affairs. He is a Professor of Organizational Behavior in Switzerland and Visiting Professor of Management and Marketing at Business Schools in UK, Denmark, France, Cyprus, and Greece. Prof. Kamsaris has completed postdoctoral education at Harvard University. He held CEO and managerial positions at: Coca-Cola, Sherwin Williams, Olympic Games of 2004, Shell and D Constructions.

Today, he is a strategic consultant in major companies and trainer of public & private sector executives in the U.K., Denmark, KSA, UAE, Qatar, Oman, Cyprus, Greece and Pakistan. He is published in numerous business, academic journals and books. Email: [email protected]

To view other works by Prof Kamsaris, visit his author showcase in the PM World Library at http://pmworldlibrary.net/authors/dr-dimitrios-p-kamsaris/