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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