Customer Reviews

Architect's Essentials of Negotiation (The Architect's Essentials of Professional Practice)

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This book is critical reading for architects as well as landscape architects, interior designers, engineers, and contractors. The ability to negotiate effectively is a make or break component in successful project and practice management given the complexities of project design and delivery. The results of an empirical study of architects conducted by the National Council of Architectural Registration Boards (NCARB) in 2007, for example, indicates a need by architects to enhance their knowledge and skills in the business side and construction administration of professional practice including contracts, risk management, conflict resolution, etc. The Architect's Essentials of Negotiation provides indispensible guidance in a clear and highly engaging way to achieve win-win outcomes for clients and the professionals they engage.

Since I already had a copy of the first edition of this book, I wondered if I really needed to buy this second editon. However, I now have no doubt that it once again falls into the category of required reading. One only needs to read the 3 introductions by an Owner, an Architect and a Construction Lawyer to understand the overwhelming importance of this book. It's lessons are broadly applicable to all parties in the construction process and goes far beyond the tools necessary for negotiation of construction contracts. The fundamental skills that Ms. Abramowitz describes apply to all negotiations but the specifics she gives the reader are invaluable to any party involved in a construction project. The insights into contract management are particularly valuable. This should be required reading not only for all Architects, but also for Owners, Contractors, Subcontractors and their attorneys.

I have read many books on negotiating, and I can say that this is the most valuable of them all. This book stands out not just because of its practical approach to handling contract disputes and its direct applicability to the architectural community; it stands alone because it puts contract negotiations in the context of a larger client relationship management framework.

Unlike other books that focus exclusively on the nuts and bolts of reaching multi-party agreements, Abramowitz explains with succinct clarity:
- How to select clients that are less prone to contract disputes
- How to align the interests of all parties BEFORE the contract is written
- How to identify when trouble is brewing as a project unfolds
- How to course correct mid-project to avoid legal action
- How to communicate with your clients during a negotiation

All of this is done with the underpinning of fascinating research that lends deep credibility to Abramowitz's advice. Even if you have other negotiation books sitting on your shelf, I would strongly recommend this addition that will help you to find better clients, sell better work, execute better projects, and build better relationships.

Not only is this book an insightful look into negotiations of any sort, it is PRACTICAL! The author presents illustrations that allow you to immediately walk away from this read with useful, everyday tools for improving your own communication skills. Her simple concept of focusing on the common ground and building from there to become a joint problem-solver with your associate(whomever he/she is) has already proven a successful strategy in my own negotiations.

Ms. Abramowitz's book is a thoughtful, "how-to" analysis of and introduction to effective negotiation techniques for claims dispute resolution and contract drafting. She not only suggests how to be a more effective advocate for yourself or your client, but it explains why her suggestions work. She offers advice relevant to attorneys as well as other professionals, in addition to architects, and applies to any commercial context, not just construction. Her advice is wise, often humorous, and practical. She also explains why certain commonly used negotiation tactics can frustrate rather than facilitate successful negotiation. Finally, her book is formatted so that it is very Easy to access and navigate. I recommend it highly and plan to use it as a frequent resource. Patricia H. Thompson, Esq., Carlton Fields, P.A., Miami, Florida

Architects' Essentials of Negotiation charts a clear path through the decisions and challenges of every building endeavor. This book provides the empowerment that every architect and client requires for a successful partnership and outstanding results.

Architects' Essentials of Negotiation will help you to become a knowledgeable and assertive practioner or client. Each chapter's lessons are as applicable to first time designers and clients as they are to the seasoned professional. It is a book that can be read to lay the groundwork for a successful career, and then read again 10 years later to develop an entirely new skill set as a project manager or office leader. Each pass reveals additional insights, enriched by one's personal experiences of school, internship and practice.

When I picked up this book I expected the typical, often dry, business textbook that the cover would suggest. Not so! What I discovered is a book that is an engaging read, and a mind-opening experience. My entire view of how I approach work and clients has been forever altered - for the best!

I plan like to share this excellent book with people I know in professions other than architecture. To each person I will recommend that they substitute whatever they do for the word "architect." It would be great to have a more generalized edition because Ava's methods and recommendations apply to anyone in any negotiation situation. This book offers clear, practical advice that I can and will incorporate into my work and even into my personal life. I particularly appreciate that she based so much of the book on research, contrasting the practices of highly successful negotiators against those with average success rates.

My profession allows me to work with architects on a continuous basis and thought this would give some insight on how they approach negotiation. While reading this I discovered that this went way beyond negotiations with architects but instead a practical guide to negotiating with everyone. I would have titled it "The Essentials of Negotiating With ____ (Fill in the Blank: An Architect, My Wife, My Mother-in-law, My Co-workers ...).

I'm not sure I've ever read a book that had such power to transform the design practice. While it looks like a textbook by the cover, the engaging voice of the author shares practical, implementable strategies to actively care for clients without tanking your own business model. Ideas like front-end alignment, how preparation helps people succeed and the communication behaviors of expert negotiators can immediately improve your day-to-day interactions. Not only that, but you will never view a contract the same way again.

A powerful book.