Engineering a negotiating strategy : : [a case study] /
By: Sabol, Stuart [author.].
Material type:
BookSeries: Synthesis digital library of engineering and computer science: ; Case studies in engineering: # 1.Publisher: [San Rafael, California] : Morgan & Claypool, 2017.Description: 1 PDF (vii, 20 pages) : illustrations.Content type: text Media type: electronic Carrier type: online resourceISBN: 9781627058940.Subject(s): Industries -- Power supply -- Purchasing -- Case studies | Negotiation in business -- Case studies | negotiating | power purchase agreement | combined heat and power | energy sales agreementGenre/Form: Electronic books.DDC classification: 621.31924 Online resources: Abstract with links to resource Also available in print.| Item type | Current location | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
E books
|
PK Kelkar Library, IIT Kanpur | Available | EBKE762 |
Mode of access: World Wide Web.
System requirements: Adobe Acrobat Reader.
Part of: Synthesis digital library of engineering and computer science.
1. Introduction --
2. Energy sales agreements -- 2.1 Types of energy sales agreements -- 2.2 Energy sales agreements involving CHP -- 2.3 Engineering input to an ESA -- 2.4 Negotiation -- 2.4.1 The team -- 2.4.2 The schedule -- 2.4.3 The strategy --
3. Reading assignment --
4. Case study details -- 3.1 [4.1] ESA relationship background -- 3.2 [4.2] CHP description and operations -- 3.3 [4.3] Key ESA terms and view points -- 3.4 [4.4] Exercises --
5. Closure --
6. Answers.
Abstract freely available; full-text restricted to subscribers or individual document purchasers.
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Negotiation of an energy purchase and sales agreement between a host industrial complex and the owner of a co-located combined heat and power (CHP) facility is a complex process between two inter-dependent parties forming a close long-term relationship. This case study examines the components of the agreement that require engineering input and the process of negotiation that is often led by an engineer. Outside reading is included with recommended course work and references for further study and professional development. A project management approach to the preparation phase of negotiating is presented. The study examines example calculations needed to establish components and priorities within the negotiating strategy for the industrial complex and the CHP owner from a real-world example. Students have a chance to develop hypothetical negotiating points for either side with proposed opening positions. The outcome of the case study is summarized for reference.
Also available in print.
Title from PDF title page (viewed on May 16, 2017).
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