Ebook: Negotiating Skills in Engineering and Construction
Author: Billing Bertil, Scott W. P
- Tags: Negotiation in business. Construction contracts. Engineers. Great Britain -- Engineering -- Contracts -- Negotiation
- Year: 1990
- Publisher: Thomas Telford Publishing
- Edition: 1st Ed
- Language: English
- pdf
This book is about the personal skills which engineers use in negotiations. It covers the different negotiating skills needed during all three phases of a contract: to secure it, during its lifetime, and to settle outstanding matters afterwards. The book also shows how to respond to negotiators from other styles and cultures. It is a handbook of methods: ways to prepare, to establish a climate, to plan and control. It discusses the processes of bargaining and settling, and how to select the most appropriate course for the changing relationships
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