Effective negotiation skills are a tremendous asset to any successful executive. They are especially significant for construction executives who are continuously involved in managing and administering complex contractual relationships involving substantial amounts of money. Many individuals often fail in negotiation not because they are unable to get an agreement, but because they fail to identify their primary underlying interests and find additional ways to create and claim value.

This course is intended to enhance and develop construction executive negotiation skills. It focuses on critical techniques that are essential for negotiating well.  Both novice and veteran negotiators will find the frameworks, concepts, and application of theory provided by the class useful.

Negotiation can diffuse conflicts, resolve disputes and save valuable time and large sums of money. In addition, it is a powerful tool for employee motivation, team building and project management.
This course utilizes a direct hands-on learning approach to the negotiation process. Using a variety of structured activities and group exercises, course participants will be actively involved in developing their personal negotiating skills and styles. 

 

Course Topics Include:

• Influencing the behavior of the other side
• Focusing on problems and not on personalities
• Understanding and identifying issues, interests and positions
• Developing effective negotiation strategies and tactics
• What do with “surprises” that pop up during negotiations
• Understanding your BATNA (Best Alternative To a Negotiated Agreement) and how to use it
• How to deal with last minute changes to a deal
• Identifying and dealing with ill will
• Understanding critical human factors and their impact on the negotiation process
• What to do when negotiations break down
• How to respond to tricks and ploys

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