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Natural Negotiation for Engineers and Technical Professionals

By
James S. Jetton
James S. Jetton
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Brian E. Porter
Brian E. Porter
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ISBN:
9780791859650
No. of Pages:
180
Publisher:
ASME Press
Publication date:
2010

This book is a quick read presented in outline form. Use it as a handbook for your desk and your suitcase — concise, to the point, and to serve as a quick reference guide in the future. The Table of Contents is designed as an action-oriented memory prompt. Don't be caught without it.

These step-by-step instructions will show you how to negotiate like a pro, naturally. Natural Negotiation for Engineers and Technical Professionals is based upon more than 30 years of research, experience and a wide array of information from deductive and inductive reasoning, personality theory, psychology to physiology and neuroscience. It is an all-encompassing, holistic approach - a proactive guide to help you prepare and then lead you through the negotiation process.

Engineers need concrete information for calculations and estimates, the nuts and bolts; also required is an understanding of the mechanics of life. An engineer, particularly a dynamic engineer — defined as one that leads innovation and possesses the capabilities of abstract thinking and high-level problem solving using scientific knowledge (2) — is only as good as his or her ability to negotiate effectively… because advancing your new ideas means every conversation, every discussion is actually a negotiation.

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