Workshops

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Negotiation Skills for AEC Professionals

This course provides participants with an introduction to negotiation skills and the tools needed to improve outcomes in business negotiations — including the high-stakes negotiations that arise on construction projects. Participants will also learn how conflict and negotiation affect us physically and mentally, and practical ways to manage that stress so they can negotiate more effectively in the field.

Participants will learn to:

• Learn the different styles of negotiation, with an emphasis on integrative negotiation.
• Develop the skills to prepare for a negotiation, including defining your goals, researching your counterpart's interests, and formulating a clear opening position.
• Understand essential communication techniques for negotiation — active listening, asking powerful questions, and strategies for clear and persuasive delivery of your arguments.
• Learn how conflict and negotiation create stress, and practical techniques to manage that stress and stay effective under pressure.
• Learn to navigate challenges. Gain the ability to identify and address common negotiation hurdles — handling objections, managing difficult personalities, and overcoming an impasse — with attention to the realities of negotiating on construction projects and in the field.
• Practice negotiation skills using real-world, field-based examples.

Instructor

Nancy Wiegers Greenwald - Nancy Greenwald has more than 40 years of experience as a lawyer and business owner in the design and construction industry. Nancy is the Executive Director of the Construction Institute. A fellow of the American College of Construction Lawyers, she serves as an arbitrator and a mediator on the American Arbitration Association's Construction Industry Panel of Arbitrators.