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| Author: | Mouzas, S. |
| Title: | Negotiating umbrella agreements |
| Journal: | Negotiation Journal
2006 : JUL, VOL. 22:3, p. 279-301 |
| Index terms: | CONTRACTS contracts negotiation |
| Language: | eng |
| Abstract: | This paper discusses umbrella agreements, which refer to that negotiating parties try to balance the need for certainty and calculability of give-and-take processes with the need to remain sufficiently flexible to embrace new or emerging business opportunities. These umbrella agreements describe a joint consent that explicitly articulates a framework of rules and principles that guides future agreements. The author suggests that negotiators are better able to maximize their joint gains if they differentiate between agreements and the framwork in which agreements are made. |
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