The Builder's Library by Paul Hanke
Gillette. New York: John Wiley & Sons; 1985; 298 pages; $19.95 hardcover.
by Fred E. Jandt with Paul
Who among us hasn't occasionally been in a
tense, uncomfortable negotiating session in the
ongoing architect-owner-contractor drama
Perhaps you've had to ask your boss for a
raise. Or perhaps you've had to face a toughbargaining
client like one of the owners in
Tracy Kidder's House, who insisted that
without a last-minute $660 reduction in the
bid, there would be no deal.
Now, armed with Jandt and Gillette's Win-
Win Negotiating, you can enter these situations
with the hope, as the book's subtitle says, of
"turning conflict into agreement."
What is "win-win"