Ratio of "manuscript" pages to "book" pages

[JayHonig -at- kukae -dot- com]

Hello,

I'm a fairly new technical writer and I am in negotiation with a client
for an industrial training manual.  The client knows that I am new to
technical writing but also knows that I have experience with the topic, a
technical degree and several years experience writing for general interest
magazines.

When payrate was verbally discussed, they said "$xx per page" but when the
written contract appeared, it said "Publisher agrees to pay Writer $xx per
finished page, two finished manuscript pages usually being said to
constitute one finished book page."

I replied that I thought the terms were unclear (I've replaced the pay
digits with xx) and would I be paid $xx per manuscript page or book page.

They are saying per book page.

Is this a common industry term or practice?  The publisher is very well
known.  Right now, I am thinking them to be some combination of sloppy and
sneaky.

Thank you,

Jay

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