About this Item
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Title: Negotiating Skills in Engineering and ...
Publisher: Van Nostrand Reinhold
Publication Date: 1990
Book Condition: Good
About this title
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.
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