ABSTRACT
This chapter discusses negotiation in the context of determining the scope of the work and drawing up a contract. Researchers more accustomed to applying for grants can find the negotiation stage a little daunting and confusing when working prescriptively to a customer's agenda. A contract is simply a legally binding agreement between two or more parties. Although contracts can be made orally or by the actions and conduct of the parties, in most cases they take the form of written documents. Most texts talk of the four-phased approach to negotiation: preparation, debate, propose, and bargain. In a negotiation it is always possible to withdraw to reconsider the position, make preparations and return to continue the negotiation at a subsequent date. It is important to establish rapport and empathy early on in the bargaining phase. Under the Official Secrets Act it is an offence to disclose certain official information if the disclosure is damaging to the national interest.
