The commercial engineer’s desktop guide+ K+ o" l% P$ `
% U' L. A" F H. o4 j
商务工程师案头指南3 a1 a$ V O2 n. D1 O6 S/ e
- V5 G7 Z! s% n( o$ c- z1 d8 qThis Guide has taken a tour from some fairly broad commercial first principles" s+ s N A4 C" z6 r0 o; n. o" b
into the depths of contractual matters, different types of
; V" @2 A7 ^* \) E0 V$ U& V' j3 @9 n0 o/ {commercial arrangements and on into the process of negotiation.The
9 d8 |5 T9 g2 R0 C5 ufirst chapters were exclusively concerned with hard-nosed business! q* m* e' @/ I& e6 y. g
performance (profit, cash,growth), the protection and exploitation of
& ~+ A" _* z& y( B: Lintellectual property and questions of risk.Passing, but essential, reference# }# W4 ]8 l- m; Z3 F" E& x( I
was given to the importance of delighting customers.Whether& n$ O/ b) }1 D; x, b0 w
with regard to commercial team mates or with customers, Chapter 6! H1 `/ _: d" G I# b! D# D" C4 N
exposed the importance of personal relationships in the success of
9 C" u' ? s% r7 R6 Wcommercial arrangements.This last chapter has expressed the criticality
- H4 o5 M4 Q, I j! j4 Q& Eof sound personal relationships in the pursuit of successful negotiations.1 l2 t' l+ z, N( h/ j9 F' f; w
It is perhaps appropriate to add the word ‘relationships’ to the
( N+ h g: ^; v! {2 {% mcommercial key words list of profit,cash,growth,intellectual property,' A, l3 u7 x# k" u4 _6 [5 }
risk and contracts. But as a final reminder of the enduring, underlying
9 V5 b6 Y& P) K- {objective, the last word may safely be left to Mr Micawber: ‘Annual# |; j) J& j5 U. \; f& r1 I
income £20.00, annual expenditure £19.96, result happiness.Annual
! }8 L4 Y! r. A8 w) F- O2 [6 tincome £20.00, annual expenditure £20.06, result misery’! |
发表于 2008-11-10 21:47:23
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