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Architect's Essentials of Contract Negotiation

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ISBN-10: 0471443654

ISBN-13: 9780471443650

Edition: 2002

Authors: Ava J. Abramowitz

List price: $40.00
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Description:

For architects, negotiation is explicit in every aspect of practice. This text offers practical coverage of contract negotiation essentials related to expansion, retirement, new management mergers, liquidations and more.
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Book details

List price: $40.00
Copyright year: 2002
Publisher: John Wiley & Sons, Incorporated
Publication date: 4/9/2002
Binding: Paperback
Pages: 304
Size: 5.50" wide x 8.25" long x 0.75" tall
Weight: 0.792

Foreword
Introduction
Why You Want to Read This Book
How to Use This Book
Front-End Alignment
The Study
How to Use Front-End Alignment in Practice
The Purpose of Contracts
The Difference between Contracts and Torts
How Liable Are You?
The Purpose of Design and Construction Contracts
Liability
Power and Leverage: How to Get It and Keep It
Negotiation: What Is It?
Why Architects Fear Negotiation
Two Ways to Negotiate: Hard and Soft
Another Way of Negotiating: Principled
How to Negotiate on the Merits
There You Have It: Principled Negotiation
Preparation Tips
Who Prepares More?
Negotiating Fees
Fees as Grease: An Operational Theory
Defining Your Value
Making the Pie Bigger
Ava's Preparation Cheat Sheet
Power and Leverage Redux: The Skills of Expert Negotiators
The Three Classes of Communication Behaviors
Whom Do You Trust? Who Trusts You?
What Expert Negotiators Don't Do
How to Say Yes, How to Say No
Ava's Rules of Contract Interpretation
Applying the Rules
Putting the Rules to Work
When the Best Laid Plans...
Recognizing Disputes
Handling Confrontations
Managing Change
Managing Claims
Pulling It All Together
Building a Support System
On Selecting Your Lawyer
A Word to My Legal Colleagues
If You Want to Learn More
Index
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