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Managing International Operations: A Guide for Engineers, Architects and Construction Managers

Abstract

  • This book provides practical guidance on coping successfully with the challenges of international operations and foreign business. Understanding client communications, new cultures, and local politics and dealing with a diverse group of senior professionals make international work unusual and challenging. By developing attitudes of awareness and understanding, professionals will be better equipped to enter and compete in the international market.

    Kangari and Lucas offer detailed discussions of practical approaches for planning and executing fact-finding studies, selecting associates, marketing, presenting proposals, and negotiating contracts.

    Topics include: organization; project management; logistics; personnel; financial management techniques; claims; politics; unstable conditions; building commitment; the qualification process; interviews and presentations; successful negotiations and strategies; managing multinationals; and wars, military coups, and terrorism.

    This book will be particularly useful to design professionals; graduate and undergraduate students studying international construction; individuals, such as exporters, bankers, lawyers, accountants, contractors, suppliers, who work internationally.

    This title is not available for download by the chapter.

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Front Matter
i–ix
    Chapter 1 Why Seek Foreign Contracts?
    1–2
    Chapter 2 Step 1: Conduct Inventory
    3–4
    Chapter 3 Step 2: Conduct Market Study
    5–10
    Chapter 4 Step 3: Conduct a Fact-Finding Trip
    11–16
    Chapter 5 Step 4: Build Commitment
    17–20
    Chapter 6 Step 5: Select a Professional Local Associate
    21–28
    Chapter 7 Step 6: Conduct Effective Marketing
    29–37
    Chapter 8 Step 7: Understand Other Cultures
    39–44
    Chapter 9 Step 8: Select Your Person on the Scene
    45–51
    Chapter 10 Qualification Process
    53–58
    Chapter 11 Proposal Preparation
    59–67
    Chapter 12 Interviews and Presentations
    69–77
    Chapter 13 Successful Negotiations and Strategies
    79–88
    Chapter 14 Project Organization and the Project Manager
    89–97
    Chapter 15 Foreign Offices: Management Logistics
    99–104
    Chapter 16 The Foreign Office: Managing Multinationals
    105–110
    Chapter 17 Managing Foreign Office Finances
    111–118
    Chapter 18 Changes, Extras, and Claims
    119–126
    Chapter 19 Politics and Bribery
    127–131
    Chapter 20 War, Military Coups, and Terrorism
    132–136
    Chapter 21 Philosophy and Goals
    137–142
    FREE
    Index
    149–154
      FREE
      Back Matter
      143–147