Architect's Essentials of Contract Negotiation / Edition 1

Architect's Essentials of Contract Negotiation / Edition 1

by Ava J. Abramowitz
     
 

Easy access to crucial business information for design professionals

Find the concise, practical business information you need right now in the Architect’s Essentials of Professional Practice Series. These authoritative guides quickly make you an instant expert on the best business practices crucial for success in today’s design and construction

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Overview

Easy access to crucial business information for design professionals

Find the concise, practical business information you need right now in the Architect’s Essentials of Professional Practice Series. These authoritative guides quickly make you an instant expert on the best business practices crucial for success in today’s design and construction professions. Each portable, affordable, user-friendly volume gives you:

  • Authoritative advice from leading national figures
  • Flip-and-find access to critical business information
  • Bulleted lists and callout boxes for quick reference
  • Clear, insightful explanations of complex business topics

Architect’s Essentials of Contract Negotiation demystifies the complex aspects of contract negotiation for today’s design professionals. Breaking the entire process into a series of simple steps, it presents a flexible array of options and methods for reaching a well-negotiated contract. The book also discusses how to be an expert long-term negotiator–invaluable advice given the long life of most architectural contracts.

Complete with guidance to help you find an effective personal negotiation style, this candid, practical guide is an indispensable resource for architects, landscape architects, interior designers, their clients, and others who need to master the skills of contract negotiation.

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Product Details

ISBN-13:
9780471443650
Publisher:
Wiley
Publication date:
04/28/2002
Series:
Architect's Essentials of Professional Practice Series, #3
Edition description:
Older Edition
Pages:
304
Product dimensions:
7.48(w) x 7.96(h) x 0.63(d)

Meet the Author

AVA J. ABRAMOWITZ, Esq., Hon. AIA, has a mediation and partnering practice and teaches negotiation to architects and lawyers across the country. She has been serving as a mediator for the United States District Court for the District of Columbia for over ten years. She is a former deputy general counsel of The American Institute of Architects, and has lectured on legal aspects of architecture at Harvard University's Graduate School of Design.

Table of Contents

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.

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