The commercial engineer’s desktop guide
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商务工程师案头指南
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. q5 M! X( I- \! N/ j) j# D0 fThis Guide has taken a tour from some fairly broad commercial first principles1 y0 `+ `- Y. C2 t
into the depths of contractual matters, different types of
0 k) A) C, W: @% M1 H. `commercial arrangements and on into the process of negotiation.The
/ _) s1 d- E9 O- J# P$ Gfirst chapters were exclusively concerned with hard-nosed business
# |" B, k A2 x7 t6 I; S2 K! Aperformance (profit, cash,growth), the protection and exploitation of+ b3 s8 S0 J0 m
intellectual property and questions of risk.Passing, but essential, reference
, W- s( D% e: O6 e& C* dwas given to the importance of delighting customers.Whether# {& A. J# [ l# H' W: a1 h
with regard to commercial team mates or with customers, Chapter 6- J/ F$ @) W5 z9 q
exposed the importance of personal relationships in the success of
; t8 ~. Q' r) C% d9 x7 B6 qcommercial arrangements.This last chapter has expressed the criticality2 R9 A1 x m, w3 [! t
of sound personal relationships in the pursuit of successful negotiations.1 D1 |" @1 r- s' X' m7 P
It is perhaps appropriate to add the word ‘relationships’ to the
: G7 p6 [* p3 d( hcommercial key words list of profit,cash,growth,intellectual property,9 x) {+ W& {5 D% o- @
risk and contracts. But as a final reminder of the enduring, underlying
- f7 M `, A4 D) F- Uobjective, the last word may safely be left to Mr Micawber: ‘Annual
9 y7 h* `: | Rincome £20.00, annual expenditure £19.96, result happiness.Annual
4 b& v6 H2 p( Vincome £20.00, annual expenditure £20.06, result misery’! |
发表于 2008-11-10 21:47:23
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