Easy access to crucial business information for design professionals
Item #: 350-3654-02
ISBN: 0-471-44365-4
ISBN13: 978-0-471-44365-0
Author: Ava J. Abramowitz Publisher: John Wiley & Sons Format: Paperback
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For architects, negotiation is explicit in every aspect of practice, just as it is implicit in every aspect of design. And now you can develop or refine the negotiation skills you need with the help of this concise, easy-to-follow guide. Written by an acknowledged expert in the field, this volume in the Professional Practice Series offers accessible, practical coverage of contract negotiation essentials related to growth, expansion, new management, internal transitions, mergers, acquisitions, liquidations, retirement, and more. Also, like all the books in this series, the information you'll find here is expressly tailored to the needs of the design professional. 304 pp.
Architect's Essentials of Contract Negotiation - Table of Contents:
Foreword
Introduction
Why You Want to Read This Book
How to Use This Book
Front-End Alignment
The Study
How to Use Front-End Alignment in Practice
The Purpose of Contracts
The Difference between Contracts and Torts
How Liable Are You?
The Purpose of Design and Construction Contracts
Liability
Power and Leverage: How to Get It and Keep It
Negotiation: What Is It?
Why Architects Fear Negotiation
Two Ways to Negotiate: Hard and Soft
Another Way of Negotiating: Principled
How to Negotiate on the Merits
There You Have It: Principled Negotiation
Preparation Tips
Who Prepares More?
Negotiating Fees
Fees as Grease: An Operational Theory
Defining Your Value
Making the Pie Bigger
Ava s Preparation Cheat Sheet
Power and Leverage Redux: The Skills of Expert Negotiators
Architect's Essentials of Contract Negotiation
