Improving Your Skills and Outcomes

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 walk away from the table when they could have done much better.

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.

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. They will be given an opportunity to directly interact and learn from professional construction negotiators and mediators.


Course Topics Include:

  • Setting the stage for productive negotiation
  • Diagnosing critical negotiation problems
  • Influencing the behavior of the other side
  • Focusing on problems and not on personalities
  • Distinguishing interests from positions
  • Developing effective negotiation strategies and tactics
  • Planning to negotiate with professional mediators and negotiators
  • What do with “surprises” that pop up during negotiations
  • Identifying personal habits that limit personal negotiation success
  • Understanding your BATNA (Best Alternative To a Negotiated Agreement)
  • How to deal with last minute changes to a deal
  • Identifying and dealing with ill will
  • Using mystery and flattery in negotiations
  • Understanding critical human factors and their impact on the negotiation process
  • The use of time and space in negotiations
  • What to do when negotiations break down
  • How to respond to tricks and ploys