Title:
Negotiating skills in engineering and construction : winning in the international arena
Personal Author:
Publication Information:
New York : Van Nostrand Reinhold, c1990.
ISBN:
9780727715173
Added Author:
Available:*
Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
---|---|---|---|---|---|
Searching... | 30000000319289 | TA180 S36 1990 | Open Access Book | Book | Searching... |
On Order
Summary
Summary
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.