Advanced Negotiation Skills

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.

Negotiation can diffuse conflicts, resolve disputes and save valuable time and legal fees.
This course is intended to enhance and develop construction executive negotiation skills. It goes far beyond the basics of negotiation, tackling advanced strategies and dynamics used by seasoned negotiators and professional mediators in the industry.

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:

• Dispute analysis & problem definition
• Assessment of opponent’s approaches & skills
  
• Establishing negotiation goals & objectives
  
• Understanding negotiation needs and positions
  
• Dealing with perceptions, myth and facts
  
• Developing effective negotiation strategies and tactics
  
• Planning to negotiate with professional negotiators
  
• Managing expectations & potential outcomes
  
• Trust building in negotiations
  
• Understanding the concept & power of BATNA
  
• Handling “surprises” that pop up during negotiations
  
• Identifying habits that limit personal negotiation success
  
• How to deal with last minute changes
  
• Identifying and dealing with ill will
  
• Using mystery and flattery in negotiations
  
• Understanding the human factor impact on negotiations
  
• The use of time and space in negotiations
  
• What to do when negotiations break down
  
• Using the team approach to negotiation
  
• How to respond to tricks and ploys
  
• Defining expectations and potential outcomes
  
• Dealing with egos and emotional outbursts
  
• Developing creative solutions and alternatives
  
• Confirming negotiation results and documentation