Negotiating Contracts

by O. C. Tirella, Treasurer; CH2M Hill Inc., Denver, CO,

Serial Information: Civil Engineering—ASCE, 1985, Vol. 55, Issue 11, Pg. 52-54

Document Type: Feature article


Good contract negotiations require an understanding of psychology and the dynamics of group interactions. Communication skills necessary to resolving key issues include identifying non-verbal messages being sent by the other parties: confidence, readiness, self control, defensiveness, territorial dominance, frustration and acceptance. The first quality good negotiators should have is wide ranging knowledge about the regulations covering contract and subcontract negotiations, business law, accounting and pricing, and data about the client firm. A team composed of a principal negotiator, a technical representative and a contracts/financial person is recommended.

Subject Headings: Negotiation | Contracts and subcontracts

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