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Construction Negotiating

Students will learn and practice negotiating techniques to improve their bargaining ability in every construction scenario. Attendees will leave this course able to make better deals, from major contracts to minor every-day agreements. Whether buyer or seller, subcontractor or GC, supplier or purchaser, owner or contractor, you will learn how to reach agreements that get you more of what you want and leave the other party satisfied.

Negotiating permeates all levels of the construction industry. From foremen or field superintendents initiating small plan changes to teams of estimators/project managers and owner’s representatives grinding out enormous design build contracts, success in negotiating determines profitability. Whether buyer or seller, subcontractor or GC, supplier or purchaser, you will learn how to reach better, longer-lasting agreements. This course utilizes hands on participation in construction specific negotiation scenarios from both the buyer and provider sides. Students will not only learn the best negotiation techniques available; they will practice these skills throughout the class. The curriculum covers many real-life construction industry examples, including contracts, subcontracts, change orders, purchasing, etc. Improved skills in the art of negotiating will have a positive effect at each and every level of the company’s organization.

  • Why negotiations must result in both parties winning
  • If one leaves with an attitude of losing, both have lost
  • Methods to achieve win/win
  • How to reduce Money Left on the Table “MLOTT”
  • Most contractors’ largest contributor to profit or loss
  • Quantify MLOTT by planning negotiations
  • How to minimize MLOTT
  • Switching emphasis from price to value
  • Creating favorable opening positions offers
  • Ways to establish who goes first
  • How to justify your initial position
  • Always leave yourself room
  • How to collect information without showing your hand
  • Probes that produce results
  • Learn what is important to the other side
  • Establishing power in your position
  • The strong succeed
  • How to find and stress your strengths
  • Learn to grant concessions, not compromise
  • Always get something in return
  • Controlling increments is one key to successful negotiating
  • Why negotiations must result in both parties winning
  • If one leaves with an attitude of losing, both have lost
  • Maintain a slow pace
  • When to “split the difference”
  • How to achieve longer, larger agreements
  • Find business arrangements that are peripheral to the contract
  • Changing competitive negotiations to cooperative
  • How cost breakdowns favor buyers
  • Include personal and organizational concerns
  • How to use emotional outbursts to your benefit
  • Emotional outbursts are and should be for show
  • When should emotions be utilized
  • Understanding the other party’s display of emotion
  • How and when to walk away from the deal
  • Always stage your exit
  • Provide positions to renegotiate
  • No agreement is a lose/lose
  • Managing difficult situations
  • Ultimatums are position restatements
  • Replacing difficult negotiators
  • Deadlines can help you
  • Easy ways to get a little more

Contact CEI to develop a training program for your company. Call 800-423-7058 or complete the form below.

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