Negotiating Skills in Engineering and Construction

ISBN-13: 9780727715173 / Angielski / Twarda / 1990 / 223 str.

Bill Scott; Bertil Billing

Opis

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.