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.
- ISBN13 9780727715173
- Publish Date 17 July 1990
- Publish Status Active
- Publish Country GB
- Publisher ICE Publishing
- Imprint Thomas Telford Ltd
- Format Hardcover
- Pages 223
- Language English