The commercial engineer’s desktop guide5 p/ ]0 i1 j( h. r
6 P9 N9 ^2 w. j l商务工程师案头指南 5 |5 O- W2 b& v" ?: o# Q' E1 S " O$ t8 Q- O& M+ r$ J* o% YThis Guide has taken a tour from some fairly broad commercial first principles1 C0 {3 h# a& O+ E4 [3 e7 R, ]: Q into the depths of contractual matters, different types of( l8 W( \+ Y* [9 a commercial arrangements and on into the process of negotiation.The" j$ S X" R, \ first chapters were exclusively concerned with hard-nosed business : \. G5 ?4 V/ ~. i4 ]/ N" Operformance (profit, cash,growth), the protection and exploitation of / b2 _* Y- G3 S2 z7 T# }intellectual property and questions of risk.Passing, but essential, referenceg1 ~6 `' Q! I) o3 k was given to the importance of delighting customers.Whether$ `$ ~" D4 K, W! l: w5 m# | with regard to commercial team mates or with customers, Chapter 6/ @1 Y. t/ m, u exposed the importance of personal relationships in the success of " o9 P3 C4 Y, W6 E% K+ R& bcommercial arrangements.This last chapter has expressed the criticality; h. g- B4 G( p: X+ [ of sound personal relationships in the pursuit of successful negotiations. 9 T7 K u& _" o$ M" i% q+ @& ]It is perhaps appropriate to add the word ‘relationships’ to the 2 N/ Y7 F" z# R! z: O: l5 Vcommercial key words list of profit,cash,growth,intellectual property, ) ^/ t2 L5 C* j* Xrisk and contracts. But as a final reminder of the enduring, underlying c; S, Y- P$ E2 V" fobjective, the last word may safely be left to Mr Micawber: ‘Annual / B/ V4 u$ F' r5 F9 g1 e# r# Mincome £20.00, annual expenditure £19.96, result happiness.Annual / E( D7 d- S* l9 I& }income £20.00, annual expenditure £20.06, result misery’! |