Architect's Essentials of Negotiation, 2nd Edition
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AWord from an Owner.
A Word from an Architect.
A Word from a Construction Lawyer.
1 Why You Want to Read This Book.
How to Use This Book.
2 Front-End Alignment.
How to Use Front-End Alignment in Practice.
3 The Purpose of Contracts.
The Difference between Contracts and Torts.
How Liable Are You?
The Purpose of Design and Construction Contracts.
4 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.
5 Preparation Tips.
Who Prepares More?
Fees as Grease: An Operational Theory.
Defining Your Value.
Making the Pie Bigger.
When “You’re Too Expensive”.
Ava’s Preparation Cheat Sheet.
6 The Communication Behaviors of Expert Negotiators.
The Three Classes of Communication Behaviors.
Whom Do You Trust? Who Trusts You?
What Expert Negotiators Don’t Do.
7 Collaboration and Team Building.
Types of Meetings.
How to Make Meetings Work.
8 How to Say Yes, How to Say No.
Ava’s Rules of Contract Interpretation.
Applying the Rules.
Putting the Rules to Work.
9 When the Best Laid Plans . . .
When a Rift Is Brewing: Recognizing Disputes.
When the Air Thickens: Handling Confrontations.
When a Change Is Looming: Managing Change.
When a Claim Is in the Offing: Managing Claims.
When a Lawsuit Is Pending: Negotiating Disputes.
10 Pulling It All Together.
One Final Story.
Building a Support System.
On Selecting Your Lawyer.
A Word to My Legal Colleagues.
If You Want to Learn More.
Buy Both and Save 25%!
Architect's Essentials of Negotiation, 2nd Edition (US $45.00)
-and- Becoming an Architect: A Guide to Careers in Design, 2nd Edition (US $39.95)
Total List Price: US $84.95
Discounted Price: US $63.71 (Save: US $21.24)