Negotiating Skills in Engineering and Construction

By Bill Scott and Bertil Billing

Book Overview

This book is about the personal skills which engineers use in negotiations. Demonstrating how to respond to negotiators with other styles and from other cultures, it also 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. 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.

• Format: Hardcover
• Language: English
• ISBN: 0727715178
• ISBN13: 9780727715173
• Release Date: July 1990
• Publisher: Thomas Telford Ltd
• Length: 223 Pages
• Weight: 0.97 lbs.
• Dimensions: 0.7" x 5.5" x 8.5"