Architect's Essentials of Contract Negotiation

 Architect's Essentials of Contract Negotiation
Item #: 350-3654-02
Author: Ava J. Abramowitz
Publisher: John Wiley & Sons
ISBN:0-471-44365-4
Format: Paperback
 Your Price: $40.00
 In Stock

Easy access to crucial business information for design professionals
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
    • The Three Classes of Communication Behaviors
    • Whom Do You Trust? Who Trusts You?
    • What Expert Negotiators Don t Do
  • How to Say Yes, How to Say No
    • Ava s Rules of Contract Interpretation
    • Applying the Rules
    • Putting the Rules to Work
  • When the Best Laid Plans...
    • Recognizing Disputes
    • Handling Confrontations
    • Managing Change
    • Managing Claims
  • Pulling It All Together
  • Appendix: Building a Support System
  • On Selecting Your Lawyer
  • A Word to My Legal Colleagues
  • If You Want to Learn More
  • Index
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