The commercial engineer’s desktop guide* R: T: q1 P, O b. o
7 Y, _% Y: W% h* |4 x& q商務工程師案頭指南. F0 I- \3 B1 v) t
/ p2 d3 p6 M( ~$ M4 DThis Guide has taken a tour from some fairly broad commercial first principles
- Y8 u- u, j/ m9 Yinto the depths of contractual matters, different types of
0 M a! }3 Q! T xcommercial arrangements and on into the process of negotiation.The
8 a- J S$ k; v8 [4 {% ?first chapters were exclusively concerned with hard-nosed business
" {) K6 v0 v1 l& ]- C# r# h: Fperformance (profit, cash,growth), the protection and exploitation of
" V9 X+ y' S. Bintellectual property and questions of risk.Passing, but essential, reference
! b! M7 u: |; m9 C7 K( wwas given to the importance of delighting customers.Whether- p4 l* @) e6 j* L# V/ h* k D+ u
with regard to commercial team mates or with customers, Chapter 69 k, S6 H& j" g4 e4 P6 y0 n* x
exposed the importance of personal relationships in the success of
* z8 X0 G0 n# b: H+ D& Ncommercial arrangements.This last chapter has expressed the criticality9 s- c- {. ~5 N; K' I7 W! E
of sound personal relationships in the pursuit of successful negotiations.( ]6 e- q8 I, c
It is perhaps appropriate to add the word ‘relationships’ to the: e; o1 V9 j6 v* s8 n X4 n
commercial key words list of profit,cash,growth,intellectual property,( E0 E- n8 ~8 T/ B$ ?
risk and contracts. But as a final reminder of the enduring, underlying1 v) F s7 \7 U2 D) M
objective, the last word may safely be left to Mr Micawber: ‘Annual- f5 p0 z- c% m' [4 s
income £20.00, annual expenditure £19.96, result happiness.Annual7 ?; z: r3 ]& o8 F5 n6 \2 t. N; i, ]
income £20.00, annual expenditure £20.06, result misery’! |
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