Steven Isaacs, P.E., Assoc. AIA, author of the book Negotiate With Confidence: Field-tested Ways to Get the Value You Deserve, offered EBN the following as his top three tips for designers negotiating with clients and understanding their interests.
1) Ask a question; don’t give a speech.
2) Don’t think that one question will give you everything you need to know.
3) You already know how to do this: you call it design.
In addition to his book, Isaacs’ recommended reading list includes the classic Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher and William L. Ury.
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