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Foreword by David Sheffield
Q Choosing a Negotiating Strategy
Part 2 At the Negotiating Table
7 other sections not shown
achieve agency agenda agree agreement allows amount Architect Architect/Engineer aspects attorney bar chart bidding systems caucus chapter Checklist choose CM CM CM commit compensation computer-aided design Contractor cost data defined design firm design profes design professionals design team direct labor discuss effective negotiator escalation estimate expenses Figure firm's foreign negotiations government clients government negotiators identify impact important invoice January 26 liability insurance limitation of liability logistics lose-lose lose-win loss leaders lump-sum marketing ment milestone chart negotiating environment negotiating strategy negotiating table negotiating team negotiation process negotiation session overhead Owner percent person planning position prepared prior profit project manager pure bidding quote a price reimbursable Remember schedule Scope of Services significant situation specific Statistics Survey table shape tactics telephone negotiation tion traits U.S. Northeast unallowable costs understand win-lose strategy win-win strategy