Title :
A technique for lowering risks during contract negotiations
Author_Institution :
Jet Propulsion Lab., Pasadena, CA, USA
fDate :
5/1/1986 12:00:00 AM
Abstract :
A method for organizing the negotiation process to reduce the risks of the seller has been presented. The resulting equations are used to estimate contract costs for different negotiation parameters. The user can then add to this his/her profit margin, percent buy-in, etc. when necessary. It can be used to quickly estimate a minimum bid for fluctuating contract terms during negotiations. The method is built on regression analysis and two illustrative examples of its use are provided.
Keywords :
contracts; economics; statistical analysis; contract costs; contract negotiations; percent buy-in; profit margin; regression analysis; risks; seller; Aircraft; Contracts; Linear regression; Procurement; Proposals; Schedules;
Journal_Title :
Engineering Management, IEEE Transactions on
DOI :
10.1109/TEM.1986.6447645
