Negotiating Skills in Engineering and Construction

1. Auflage 1990
ISBN: 978-0-7277-1517-3
Verlag: Emerald Publishing Limited

Buch, Englisch, 223 Seiten, Format (B × H): 145 mm x 222 mm, Gewicht: 487 g

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.

Autoren/Hrsg.

Scott, Bill

Billing, Bertil

Fachgebiete

• Technische Wissenschaften Bauingenieurwesen Bauingenieurwesen
• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Bauindustrie, Baugewerbe

Inhaltsverzeichnis

Engineers negotiations, The Engineer as Seller and Buyer

Synopsis of Part 1
Early stages
Negotiating procedure
Preperation
Bidding and tendering
Bargaining
Settling
Aggressive negotiating
The Engineer as buyer, Part 2. The Engineer as Partner
Synopsis of part 2
Another pattern of nigotiation
Role negotiation
Negotiating skills during the contract
Claims
Multi-sided negotiations
Negotiations after the contract
Choosing negotiations and forming teams
Internal negotiations
Consortia and joint venturesPart 3.Universal Issues
Synopsis of Part 3
Problem Solving
Negotiating devices
Differences between cultures
Negotiating strategies
A framework of negotiating skills
Appendix