Construction and Engineering Marketing for Major Product ServicesA complete guide to construction and engineering marketing that covers the whole field from establishing a marketing plan to pricing to product development. The authors offer many insiders' tips as well as sample forms, contracts, proposals, prequalification questionnaires, and brochures actually used in successful marketing programs. Includes excercise, problems, and assignments. |
From inside the book
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Page 249
Negotiations An engineer or an architect involved in marketing needs to possess or develop skills in the art of negotiating . Negotiating skill is obviously required in negotiation contracts . Equally important , negotiating skill is ...
Negotiations An engineer or an architect involved in marketing needs to possess or develop skills in the art of negotiating . Negotiating skill is obviously required in negotiation contracts . Equally important , negotiating skill is ...
Page 254
He would purposefully pace the negotiations slowly . If he had learned by an " innocent " question at the start of the meeting that the contractor had to catch a 5 P.M. plane , he would drag out the principal matter until the end of the ...
He would purposefully pace the negotiations slowly . If he had learned by an " innocent " question at the start of the meeting that the contractor had to catch a 5 P.M. plane , he would drag out the principal matter until the end of the ...
Page 257
There is one time it can be to your advantage to have the negotiation process break down , the time when the negotiations are just not going in a direction you can live with . In this case , it is best to start all over .
There is one time it can be to your advantage to have the negotiation process break down , the time when the negotiations are just not going in a direction you can live with . In this case , it is best to start all over .
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Contents
Introduction | 9 |
The Function of MarketingA Matching of Services to Needs | 9 |
The Establishment of a Marketing Plan | 19 |
23 other sections not shown
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Common terms and phrases
acceptable accordance acts additional agreed Agreement allowable amount applicable approval Architect asked authority awarded basis building Change Order claim clause client competition completed concrete considered Construction Manager Consultant continued Contract Documents cost cover damage delay determined direct Drawings effective engineer equipment establish estimate example execution FIGURE final firm furnished give going important increase interest involved letter liability limited load loss marketing materials meeting necessary negotiations offer operations opportunity otherwise Owner party payment performance person piles plans position practice prepared present prestressed problem professional profit proper proposal reasonable received request responsibility result risk schedule specific statement structural Subcontractor submit Substantial technical tion Trade Contractor unit unless usually writing written
Bibliographic information
| Title | Construction and Engineering Marketing for Major Product Services Volume 28 of Wiley Series of Practical Construction Guides |
| Authors | Ben C. Gerwick, Jr., John C. Woolery |
| Edition | illustrated |
| Publisher | Wiley, 1983 |
| Original from | the University of Michigan |
| Digitized | 7 Nov 2007 |
| ISBN | 0471098868, 9780471098867 |
| Length | 419 pages |
| Export Citation | BiBTeX EndNote RefMan |