{"product_id":"architects-essentials-of-negotiation-isbn-9780470426883","title":"Architect's Essentials of Negotiation","description":"\"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.\"\u003cbr\u003e —\u003cb\u003eRobert Greenstreet\u003c\/b\u003e, Dean, University of Wisconsin at Milwaukee School of Architecture and Urban Planning  \u003cp\u003eThis is an essential guide for architects and their clients and consultants who need professional advice on negotiations, from design development to agreements and fees. Contractors will want to read it, too, especially if they are involved with Integrated Project Delivery. This new edition offers updated insights related to negotiation, with references to the AIA Contract Documents, communication, collaboration, and handling disputes, change, and claims.\u003c\/p\u003e \u003cp\u003eIntroduction ix\u003c\/p\u003e \u003cp\u003eA Word from an Owner xix\u003c\/p\u003e \u003cp\u003eA Word from an Architect xxiii\u003c\/p\u003e \u003cp\u003eA Word from a Construction Lawyer xxvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Why You Want to Read This Book 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Use This Book 5\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Front-End Alignment 17\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Study 18\u003c\/p\u003e \u003cp\u003eHow to Use Front-End Alignment in Practice 37\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 The Purpose of Contracts 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Difference between Contracts and Torts 46\u003c\/p\u003e \u003cp\u003eHow Liable Are You? 60\u003c\/p\u003e \u003cp\u003eThe Purpose of Design and Construction Contracts 63\u003c\/p\u003e \u003cp\u003eManaging Risk 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Power and Leverage: How to Get It and Keep It 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiation: What Is It? 90\u003c\/p\u003e \u003cp\u003eWhy Architects Fear Negotiation 94\u003c\/p\u003e \u003cp\u003eTwo Ways to Negotiate: Hard and Soft 97\u003c\/p\u003e \u003cp\u003eAnother Way of Negotiating: Principled 101\u003c\/p\u003e \u003cp\u003eHow to Negotiate on the Merits 115\u003c\/p\u003e \u003cp\u003eThere You Have It: Principled Negotiation 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Preparation Tips 127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Prepares More? 128\u003c\/p\u003e \u003cp\u003eNegotiating Fees 141\u003c\/p\u003e \u003cp\u003eFees as Grease: An Operational Theory 144\u003c\/p\u003e \u003cp\u003eDefining Your Value 147\u003c\/p\u003e \u003cp\u003eMaking the Pie Bigger 152\u003c\/p\u003e \u003cp\u003eWhen “You’re Too Expensive” 155\u003c\/p\u003e \u003cp\u003eAva’s Preparation Cheat Sheet 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 The Communication Behaviors of Expert Negotiators 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Three Classes of Communication Behaviors 166\u003c\/p\u003e \u003cp\u003eWhom Do You Trust? Who Trusts You? 183\u003c\/p\u003e \u003cp\u003eWhat Expert Negotiators Don’t Do 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Collaboration and Team Building 205\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTypes of Meetings 208\u003c\/p\u003e \u003cp\u003eHow to Make Meetings Work 214\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 How to Say Yes, How to Say No 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAva’s Rules of Contract Interpretation 236\u003c\/p\u003e \u003cp\u003eApplying the Rules 241\u003c\/p\u003e \u003cp\u003ePutting the Rules to Work 244\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 When the Best Laid Plans . . . 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhen a Rift Is Brewing: Recognizing Disputes 284\u003c\/p\u003e \u003cp\u003eWhen the Air Thickens: Handling Confrontations 287\u003c\/p\u003e \u003cp\u003eWhen a Change Is Looming: Managing Change 291\u003c\/p\u003e \u003cp\u003eWhen a Claim Is in the Offing: Managing Claims 299\u003c\/p\u003e \u003cp\u003eWhen a Lawsuit Is Pending: Negotiating Disputes 303\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Pulling It All Together 311\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOne Final Story 320\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix Building a Support System 325\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOn Selecting Your Lawyer 326\u003c\/p\u003e \u003cp\u003eA Word to My Legal Colleagues 328\u003c\/p\u003e \u003cp\u003eIf You Want to Learn More 332\u003c\/p\u003e \u003cp\u003eFinal Thoughts 338\u003c\/p\u003e \u003cp\u003eIndex 339\u003c\/p\u003e “Supposedly architects don’t need negotiating skills along with other communication skills because great design “sells itself”. How lovely that an AIA legal counsel created this definitive book to shatter that thin myth. I’ll assert that only a critically-positioned outsider to the profession could have written a book with this valuable slant. If you’re involved in any way in architectural education, be subversive and recommend this book as the first assigned reading for entering students. This is what the world – of architecture and everything else – needs now.” (Norman Weinstein, \u003ci\u003eArchNewsNow\u003c\/i\u003e, June 5, 2009)  \u003cp\u003e\u003cb\u003eAVA J. ABRAMOWITZ, ESQ. HON. AIA,\u003c\/b\u003e 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.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eA guide to crucial negotiation skills for design professionals\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eArchitect's Essentials of Negotiation, Second Edition\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eThis new edition demystifies complex aspects of negotiation by breaking the process into a series of simple steps. The book explains how to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eDissect and analyze agreement language\u003c\/li\u003e \u003cli\u003eIdentify key issues in a negotiation\u003c\/li\u003e \u003cli\u003eAddress owners' contractual concerns\u003c\/li\u003e \u003cli\u003eEnjoy the benefits of managing risk\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eComplete 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.  \u003c\/p\u003e\u003cp\u003e\"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.\" \u003cb\u003e—M. Arthur Gensler Jr., FAIA, FIIDA, RIBA, Chairman, Gensler\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988758773989,"sku":"NP9780470426883","price":55.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470426883.jpg?v=1761781478","url":"https:\/\/k12savings.com\/es\/products\/architects-essentials-of-negotiation-isbn-9780470426883","provider":"K12savings","version":"1.0","type":"link"}