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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 between the parties of the contract, all backed by examples and anecdotes. It will be of inestimable value to engineers who are beginning to negotiate and take responsibility for major contracts, senior engineers will find new insights to broaden their experience, and young engineers will gain essential grounding from the wealth of practical detail.
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