During 1999 the authors were involved in the overall management of 46 engineering design projects. These projects ranged from relatively low-level process improvements to innovative embodiment design. Some projects involved substantial engineering analysis, while others involved economic evaluation of alternative proprietary product proposals. In this article, the authors critically examine the negotiation process and the several negotiation protocols used in a typical selection from these engineering projects. Similarities and structural differences in negotiation style are evaluated and a basic protocol is offered for early negotiation at the design enformulation stage.
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