02/20/2007
          Architect's Essentials of Contract Negotiation Ava J. Abramowitz
          Review by Mario Cipresso

        • As an architect, I must admit, I didn't expect an enjoyable read, rather I saw this book as a necessary evil.  I couldn't have been more mistaken.  Ava Abramowitz has done a spectacular job of presenting this essential material in an entertaining and engaging fashion.

          Although marketed by the American Institute of Architects, this book provides valuable insight into the art of negotiation for anyone involved in the construction process including owners and contractors.  The clearly defined principles can be applied to everyday negotiation in any field or aspect of life and are easily implementable.  Ava's ideas on principled negotiation are thought-provoking, changing the way you perceive the entire process.

          Architects will read with interest the chapters covering negotiation of fees, the development and use of leverage, how to say 'no' to a client and how to properly prepare for a session.

          A portion of the book is dedicated to owner-drafted contracts and the perils of the poorly drafted language that these documents can often contain.  Through the review of several very specific examples, Ava teaches you how to dissect and analyze the language, identify the issues and how to address the owner's actual concerns that prompted the language.

          A volume you will refer to regularly, it is structured in a manner befitting a reference guide, providing easy access to topics at each phase of the contract negotiation process.

      Discuss
        03.12.07 Is it possible to ever say 'NO' to a client? a "yes' to every request would be a safer option 'verbally'. The 'NO' can be stealthfully impressed more effectively on the final product. / jayanth
        03.12.07 In this book, Ava teaches you how to say 'no' to a client by asking 'why'. By learning their real concerns you can address their difficult request in a way that benefits the project and all parties. / Mario
        03.13.07 Agreed. Real concerns can be indentified and resolved. Indirectly you are required to 'educate' the client for the benefit of the project. / jayanth
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