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.
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 ...