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Practical Handbook of Transportation Contracting and Rate Negotiations
Kluwer Academic Publishers (Verlag)
978-0-87408-037-7 (ISBN)
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In transportation, however, this element of mutuality-the attitude that the parties share a common interest in nurturing their relationship-is often forgotten. Instead of working to- gether as, fundamentally, partners in a business transaction from which both expect to derive gains, they dedicate the bulk of their energies to fighting, rather than cooperating, with one another.
1. Introduction.- 2. The Variegated, Ever-Changing Transportation Marketplace.- Railroads.- Motor Carriers.- Household Goods Movers.- Brokers.- Shipper Associations.- Airlines.- Domestic Water Carriers.- Freight Forwarders.- Pipelines.- Intermodal Transportation.- Private Carriage.- 3. Regulation and Rates Today.- Common-Carrier Tariffs.- Reduced Protections for Shippers.- Rate Bureaus.- 4. Marketing Strategies for Carriers.- A Need for Rational Planning.- Pricing Strategies and Approaches.- The Tactics of Marketing.- The Special Case of Loss-and-Damage Liability.- The Art of Transportation Salesmanship.- 5. Buying Transportation Service: The Shipper's View.- Characteristics of the Traffic.- The Rate and Service "Package".- The Question of Pricing.- The Carrot, the Stick and Other Matters.- Common Pitfalls to Avoid.- Researching the Other Side.- The Special Case of Captive Traffic.- 6. Computers and Strategic Planning.- 7. The Art of Negotiating.- When, Where and Who.- The Initial Proposal(s).- The Conduct of Negotiations.- "Boulwarism".- Finalizing the Agreement.- Two "Winners," No "Losers".- Appendix: Negotiations in Transportation.- 8. Contracting for Carriers and Shippers.- The Element of Mutuality.- Transportation Contracts and the Law.- Contract Negotiation Strategies.- Key Features of Transportation Contracts.- The Ethics of Contracting.- The Negotiating Process.- Contract Administration.- Appendix: Contract for Carriage.- 9. The Many Facets of Competitive Bidding.- The Request for Proposal.- The Specifications.- Traffic Volume.- The Bid Element(s).- Bid Format.- The Basis of Evaluation.- The Deadline.- Responding to the RFP.- Legal and Ethical Considerations.- The Future of Competitive Bidding.- 10. Antitrust Law and Rate Negotiations.- Some Recent Cases.- Other Facets of Antitrust Law.
Erscheint lt. Verlag | 15.11.1990 |
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Reihe/Serie | A transport press title |
Zusatzinfo | biography |
Verlagsort | Dordrecht |
Sprache | englisch |
Gewicht | 650 g |
Themenwelt | Recht / Steuern ► EU / Internationales Recht |
Recht / Steuern ► Wirtschaftsrecht ► Handelsrecht | |
Technik ► Elektrotechnik / Energietechnik | |
Wirtschaft ► Volkswirtschaftslehre ► Mikroökonomie | |
ISBN-10 | 0-87408-037-1 / 0874080371 |
ISBN-13 | 978-0-87408-037-7 / 9780874080377 |
Zustand | Neuware |
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