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Questions and Answers
What action did the architect take when the client did not make the required payment for the DD documents?
How did the client react when the architect insisted on payment before releasing the DD documents?
What was the architect owed for at the conclusion of the DD phase?
What factor does the text emphasize in determining compensation for architects?
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What does principled negotiation emphasize?
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Why do some people resort to their original positions during a negotiation according to the text?
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What is suggested as the easiest way to concentrate on the merits of a problem in negotiation?
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What is the goal of principled negotiation?
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How do solid negotiators approach understanding the Other's position?
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What is the purpose of asking questions in negotiations?
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Why is it important for negotiators to actively participate in expressing their interests?
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What do expert negotiators do with differences in opinions?
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What is a corollary to speaking out in negotiations?
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What is a key interest shared by owners, architects, engineers, contractors, and subcontractors?
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What does active involvement in negotiations require?
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How can brainstorming benefit negotiations?
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What do expert negotiators do with differences in definitions of success?
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How can active listening be proven?
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What is essential for achieving negotiation goals?
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What are some elements that drive a person's interests?
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Why is it essential for architects to understand their interests in negotiation?
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What can differences in interests lead to?
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What might an owner want in a negotiation with an architect?
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What should architects focus on instead of positions in negotiation?
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What allows parties to find mutually beneficial ways to meet their interests?
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What might an owner prioritize in a negotiation with an architect?
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What is the primary focus for architects when confronting problems in negotiation?
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What drives an owner's desire for a lower fee in negotiation with an architect?
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What is the consequence of focusing on positions in negotiation according to the text?
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What should architects ask questions about in negotiation according to the text?
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What is essential for project success according to the text?
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What is one reason why negotiation may not be taught in many architecture schools?
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Who are the parties that architects negotiate with on a daily basis?
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What does principled negotiation emphasize?
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What do effective negotiators recognize and respect?
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Why should negotiators avoid debasing themselves or others to win an agreement?
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What is essential for architects in today's business climate?
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What do some in the profession view negotiation as?
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What does negotiation involve according to the Harvard Project on Negotiation?
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Why do architects need to know their interests to succeed in negotiation?
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What does effective negotiation allow for according to the text?
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What should negotiators focus on according to principled negotiation?
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What can lead to a sour working relationship according to the text?
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Study Notes
- Negotiation is a problem-solving skill that can be learned and mastered, but many architecture schools don't teach it.
- Architects negotiate daily with various parties such as clients, contractors, and building officials.
- Negotiating design issues is common in architecture practice.
- Some in the profession view negotiation as unseemly, potentially combative, and unethical.
- The Harvard Project on Negotiation is a leading resource for negotiation techniques, emphasizing principled negotiations.
- Principled negotiation involves distinguishing people from their problems, focusing on underlying interests, and respecting all parties.
- Effective negotiators recognize and respect both the global realities and the unique realities of individuals at the table.
- Negotiators should not debase themselves or others to win an agreement, as this can lead to a sour working relationship.
- Architects, like all professionals, need to know their interests to succeed in negotiation.
- Negotiation is essential for architects in today's business climate, as it allows for the development of enticing options that meet the critical interests of disparate parties in a special and appropriate way.
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Description
This quiz explores the concept of interests in a negotiation context, using a relatable example of a teenage girl's desire to attend a prom. It delves into the underlying factors that motivate individuals' positions and how understanding these interests can lead to better negotiation outcomes.
