Thomas Telford is the knowledge business of the Institution of Civil Engineers
Home Register Search Tell a friend Help / Info Contact
Your Basket Your Shopping Basket (0 items)
Search
 Advanced Search
 Site Map

Book Categories
Building Design
Computational Engineering
Earthquake Engineering
Energy
Environment
Eurocode Guides
Geospatial Engineering
Gifts
Ground Engineering
Health and Safety
History
Innovation and Research
Law and Contracts
Management
Maritime
Municipal, Community, Urban and Rural
NEC
Professional Development
Quality Systems
Structural Materials
Structures and Buildings
Surveying
Transport
Waste Management
Water and Wastewater

Catalogues
2016 Catalogue
1973354 kb 2017 New Books Catalogue
583479 kb Built Environment and Transport
571722 kb Construction Process and Project Management
532399 kb Eurocodes Guides
739232 kb Geotechnical & Environmental Engineering
911064 kb Structures & Buildings
582746 kb Water & Coastal Engineering


Product details

Negotiating Skills in Engineering and Construction

Bill Scott and Bertil Billing


Price: £ 32.00

ISBN: 9780727715173
Format: Hardbound
Publish Date: 17/07/1990
Publisher: Thomas Telford Ltd
Page Size: 145x220mm
Number of Pages: 223

Negotiating Skills in Engineering and Construction

Description

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.

Contents

Engineers negotiations

Part 1.The Engineer as Seller and Buyer
• Synopsis of Part 1
• Early stages
• Negotiating procedure
• Preperation
• Bidding and tendering
• Bargaining
• Settling
• Aggressive negotiating
• The Engineer as buyer

Part 2. The Engineer as Partner
• Synopsis of part 2
• Another pattern of nigotiation
• Role negotiation
• Negotiating skills during the contract
• Claims
• Multi-sided negotiations
• Negotiations after the contract
• Choosing negotiations and forming teams
• Internal negotiations
• Consortia and joint ventures

Part 3.Universal Issues
• Synopsis of Part 3
• Problem Solving
• Negotiating devices
• Differences between cultures
• Negotiating strategies
• A framework of negotiating skills
• Appendix

Back Return to previous page

Customer Login
Email address
Password
 Password Assistance
 Not registered?

Related Titles

Crossrail Project: Infrastructure Design and Construction - 4 volume set

Keating Construction Dispute Resolution Handbook, Third Edition

BIM in Healthcare Infrastructure: Planning, design and construction

Ground Stabilisation: Deep Compaction and Grouting
Basic Materials and Workmanship
Tunnelling

CSIC set