Negotiation Skills for AEC Professionals
An introduction to negotiation skills and improving outcomes.
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.
Thank You to our Sponsors
Registration Options
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Registration Options
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Price |
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Member Registration
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$175.00 |
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Nonmember Registration
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$225.00 |
The Construction Institute is an AIA Registered Provider, CCM Recertification Point Provider and NYS approved sponsor of CE - NYS sponsor # 9040. Program attendees wishing to receive 2 AIA Continuing Education Learning Units and/or CCM Renewal Points should contact admin@construction.org.
Cancellation Policy
Please note our updated cancellation policy, reflective of venue and vendor deadlines. Cancellations must be made 10 business days prior to the start of the series in order to be eligible for a refund. If amount is outstanding, the entire amount will still be due to The Construction Institute. Substitutions may be made before the start date of any event. Events may be rescheduled due to severe weather. We reserve the right to cancel due to insufficient enrollment, in which case event fees will be refunded in full.
Recording and Photographic Release
Registration and attendance at, or participation in, Construction Institute events and other activities constitutes an agreement by the registrant to the use and distribution (both now and in the future) of the registrant or attendee’s image or voice in photographs, videotapes, electronic reproductions, and audiotapes of such events and activities by the Construction Institute. No other recording is allowed.
Thursday, October 8, 2026
8:30am-12:30pm
Location Coming Soon!