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. |
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Page 259
Offering trades on big items is very difficult ; and if offered , should not be offered too soon . However , both parties might very well want to settle the small items quickly so that they can move on to the big , important matters .
Offering trades on big items is very difficult ; and if offered , should not be offered too soon . However , both parties might very well want to settle the small items quickly so that they can move on to the big , important matters .
Page 260
He should offer to split the difference only if he is prepared to state and take a firm position on this offer . He should not let this offer serve as a basis for further negotiation : this should be the final offer .
He should offer to split the difference only if he is prepared to state and take a firm position on this offer . He should not let this offer serve as a basis for further negotiation : this should be the final offer .
Page 263
Use a pseudo - offer . 7. Ask for a better offer . 8. Use deadlines to your advantage A pseudo - offer can be used to learn what concessions the other side is prepared to make . A pseudo - offer works as follows : you claim to have ...
Use a pseudo - offer . 7. Ask for a better offer . 8. Use deadlines to your advantage A pseudo - offer can be used to learn what concessions the other side is prepared to make . A pseudo - offer works as follows : you claim to have ...
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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 |