Assessing and Negotiating Commercial Contracts
AbstractThis paper investigates the process of evaluating and negotiating commercial contracts using value-based models. First, contractual assets are defined and related to a comprehensive firm-theoretical background. Several simple valuation models for contracts are then derived and applied, using an option-theoretical background and particular case examples. Quantitative criteria are thus introduced, that can be used as a management toolkit to assist in negotiation, as well as for various corporate valuation purposes by e.g. auditors, appraisers or M&A specialists. Due perspective is given to various contractual asymmetries, which seem to be of considerable importance in the process of negotiation, and may have substantial valuation impacts.
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Bibliographic InfoArticle provided by Department of International Business and Economics from the Academy of Economic Studies Bucharest in its journal Romanian Economic Journal.
Volume (Year): 13 (2010)
Issue (Month): 37 (September)
contractual assets; asset valuation; value-based analysis;
Find related papers by JEL classification:
- D81 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Criteria for Decision-Making under Risk and Uncertainty
- G13 - Financial Economics - - General Financial Markets - - - Contingent Pricing; Futures Pricing
- M21 - Business Administration and Business Economics; Marketing; Accounting - - Business Economics - - - Business Economics
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