This work is about the personal skills which engineers use in negotiations. Demonstrating how to respond to negotiators with other styles and from other cultures, it also covers the different negotiating skills needed during all three phases of a contract: to secure it, during its lifetime, and to settle outstanding matters afterwards.

Engineers negotiations, The Engineer as Seller and Buyer Synopsis of Part 1 Early stages Negotiating procedure Preperation Bidding and tendering Bargaining Settling Aggressive negotiating The Engineer as buyer, Part 2. The Engineer as Partner Synopsis of part 2 Another pattern of nigotiation Role negotiation Negotiating skills during the contract Claims Multi-sided negotiations Negotiations after the contract Choosing negotiations and forming teams Internal negotiations Consortia and joint venturesPart 3.Universal Issues Synopsis of Part 3 Problem Solving Negotiating devices Differences between cultures Negotiating strategies A framework of negotiating skills Appendix