Chapter 3. Negotiation

In business, you don’t get what you deserve, you get what you negotiate.

—Chester L. Karrass, Business Negotiation Trainer

My father said: “You must never try to make all the money that’s in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won’t have many deals.”

—J. Paul Getty, American Industrialist

During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.

—Brian Koslow

For architects, negotiation skills are critical first to get a project moving toward success and later to keep it running smoothly.

When you first become an architect, you are ...

Get 12 Essential Skills for Software Architects now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.