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Informationen zum Autor AVA J. ABRAMOWITZ, ESQ. HON. AIA, lectures nationwide on negotiation, risk management, and assertive practice. She teaches negotiations at George Washington University Law School and Catholic University's School of Architecture and Planning, and serves as a mediator in the federal courts in Washington, D.C. Formerly AIA deputy general counsel, she is a senior fellow of the Design Futures Council and a founding fellow of the American College of Construction Lawyers. She is currently the public member of the National Council of Architectural Registration Boards. Klappentext A guide to crucial negotiation skills for design professionals Architect's Essentials of Negotiation, Second Edition prepares practitioners for negotiating design issues, fees, and contracts, as well as handling risk, disputes, change, and claims. It offers valuable insights on how to hone communication, collaboration, and team-building skills to successfully navigate today's design-driven, client-centered world. This new edition demystifies complex aspects of negotiation by breaking the process into a series of simple steps. The book explains how to: Dissect and analyze agreement language Identify key issues in a negotiation Address owners' contractual concerns Enjoy the benefits of managing risk Complete with guidance on developing an effective personal negotiation style, this candid, practical guide is an indispensable resource for architects, landscape architects, interior designers, engineers, contractors, clients, and anyone else who needs to master the skills of negotiation in the design and construction setting. "Ava Abramowitz has written a book that should be an essential part of every design professional's library. It gives us the knowledge and skills to properly start a project and develop a client relationship that will, in the end, bring forth wonderful design." --M. Arthur Gensler Jr., FAIA, FIIDA, RIBA, Chairman, Gensler Zusammenfassung "Where do you turn if you are an architect or student wanting to deepen those skill sets that will make you a more successful professional? Well, taking a look at Ava Abramowitz's new book, "The Architect's Essentials of Negotiation" will be a step in the right direction. Inhaltsverzeichnis Introduction ix A Word from an Owner xix A Word from an Architect xxiii A Word from a Construction Lawyer xxvii 1 Why You Want to Read This Book 1 How to Use This Book 5 2 Front-End Alignment 17 The Study 18 How to Use Front-End Alignment in Practice 37 3 The Purpose of Contracts 45 The Difference between Contracts and Torts 46 How Liable Are You? 60 The Purpose of Design and Construction Contracts 63 Managing Risk 76 4 Power and Leverage: How to Get It and Keep It 89 Negotiation: What Is It? 90 Why Architects Fear Negotiation 94 Two Ways to Negotiate: Hard and Soft 97 Another Way of Negotiating: Principled 101 How to Negotiate on the Merits 115 There You Have It: Principled Negotiation 125 5 Preparation Tips 127 Who Prepares More? 128 Negotiating Fees 141 Fees as Grease: An Operational Theory 144 Defining Your Value 147 Making the Pie Bigger 152 When "You're Too Expensive" 155 Ava's Preparation Cheat Sheet 158 6 The Communication Behaviors of Expert Negotiators 165 The Three Classes of Communication Behaviors 166 Whom Do You Trust? Who Trusts You? 183 What Expert Negotiators Don't Do 197 7 Collaboration and Team Building 205 Types of Meetings 208 How to Make Meetings Work 214 8 How to Say Yes, How to Say No 231 Ava's Rules of Contract Interpretation 236 Applying the Rules 241 Putting the ...
