Assessing and Negotiating Commercial Contracts
This 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.
Volume (Year): 13 (2010)
Issue (Month): 37 (September)
|Contact details of provider:|| Postal: 6 ROMANA PLACE, 70167 - BUCHAREST|
Web page: http://www.rei.ase.ro/
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:rej:journl:v:13:y:2010:i:37:p:143-163. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Radu Lupu)
If references are entirely missing, you can add them using this form.