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Professional Practice
 Architect's Essentials of Contract Negotiation
ISBN: 978-0-471-44365-0
Paperback
304 pages
April 2002
US $40.00
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Foreword.
Introduction.
1 Why You Want to Read This Book.
How to Use This Book.
2 Front-End Alignment.
The Study.
How to Use Front-End Alignmentin Practice.
3 The Purpose of Contracts.
The Difference between Contracts and Torts.
How Liable Are You?
The Purpose of Design and ConstructionContracts.
Liability.
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?
Negotiating Fees.
Fees as Grease: An Operational Theory.
Defining Your Value.
Making the Pie Bigger.
Ava s Preparation Cheat Sheet.
6 Power and Leverage Redux:The Skills of ExpertNegotiators.
The Three Classes of CommunicationBehaviors.
Whom Do You Trust? Who Trusts You?
What Expert Negotiators Don t Do.
7 How to Say Yes,How to Say No.
Ava s Rules of Contract Interpretation.
Applying the Rules.
Putting the Rules to Work.
8 When the Best Laid Plans...
Recognizing Disputes.
Handling Confrontations.
Managing Change.
Managing Claims.
9 Pulling It All Together.
Appendix: Buildinga Support System.
On Selecting Your Lawyer.
A Word to My Legal Colleagues.
If You Want to Learn More.
Index.
Introduction.
1 Why You Want to Read This Book.
How to Use This Book.
2 Front-End Alignment.
The Study.
How to Use Front-End Alignmentin Practice.
3 The Purpose of Contracts.
The Difference between Contracts and Torts.
How Liable Are You?
The Purpose of Design and ConstructionContracts.
Liability.
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?
Negotiating Fees.
Fees as Grease: An Operational Theory.
Defining Your Value.
Making the Pie Bigger.
Ava s Preparation Cheat Sheet.
6 Power and Leverage Redux:The Skills of ExpertNegotiators.
The Three Classes of CommunicationBehaviors.
Whom Do You Trust? Who Trusts You?
What Expert Negotiators Don t Do.
7 How to Say Yes,How to Say No.
Ava s Rules of Contract Interpretation.
Applying the Rules.
Putting the Rules to Work.
8 When the Best Laid Plans...
Recognizing Disputes.
Handling Confrontations.
Managing Change.
Managing Claims.
9 Pulling It All Together.
Appendix: Buildinga Support System.
On Selecting Your Lawyer.
A Word to My Legal Colleagues.
If You Want to Learn More.
Index.
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