This is the latest volume in the popular Technical Manager’s Survival Guides book series. Follow these instructions, and you will find that negotiations are won and lost before any discussion (negotiation) is attempted.
"...a good, easy reading ‘introduction’ to the topic. I believe the content is a practical, thorough treatment of the subject without getting too theoretical."
--John T. Bozewicz, Past Chair, ASME Management Division, Current Chair, Gantt Medal Committee, and Past Group Leader of ASME's Engineering & Technology
“…an excellent read, no matter if you’re a first-time negotiator or a seasoned one; this book puts it all out there for anyone to be able to read and understand how to be a better negotiator…. The ‘typical negotiations’ section is spot on with details of everyday incidents and occurrences and how they turn into negotiations. This book needs to be kept handy for future reference and is well deserving of a second read as I do plan on doing. Kudos to the authors.”
--Kelly Hood, Project Manager/Engineer, ConocoPhillips Refinery
“After reading [this book] I realized that I have more ammunition in my arsenal for negotiating than I had given myself credit for…. This book has changed my perspective of negotiations from being in front of a ‘used car salesman’ to having a well researched, well thought-out, and confident negotiation process, regardless of the individual sitting across the table.”
--Hector Ramos, Project Engineer, Mogas Ind.
“A great guide to becoming more aware of the art of negotiation and putting it to use with easy to follow tips and examples. It provides knowledge and the tools to become a successful negotiator. Valuable for both personal situations as well as professional."
--Sean Kennedy, Project Development Engineer, Safety-Kleen Systems, Inc.
Preface
Disclaimer
Acknowledgements
Chapter 1 : Introduction and Getting Started
Chapter 2 : Arm Yourself with the Tools
Chapter 3 : Communication and Timing
Chapter 4 : Pricing and Bidding Strategies
Chapter 5 : Physiological Influences
Chapter 6 : More Good Advice
Chapter 7 : Close the Deal
Appendix 1 : FAQ’s
Appendix 2 : Typical Negotiations
Appendix 3 : Practice Scenarios
About the Authors
Cited Sources
