Member $249.00 | Non-Member $349.00
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Instructor: Gary D. Bates, P.E., F.ASCE
Course Length: 1.5 Hours
Purpose and Background
If everyone thought and behaved like we do, we would never have to negotiate anything. There would be no conflict to resolve with clients, fellow employees, friends, or family members. There would be instant agreement on any issue. That’s not reality. This webinar will focus on conflict resolution related to engineering contracts by applying improved techniques of negotiation. It will begin with a better understanding of the nature of conflict and how it affects our business and personal lives. We will touch on the skills required to be an effective negotiator and show the strategies and tactics for planning and conducting a negotiating session. Specific techniques that lead to better contracts with clients will be emphasized in a manner that leads to both parties feeling like winners. The ideas from this webinar will impact all aspects of your business and personal lives — not just better engineering and architectural contracts.
Learning Outcomes/Benefits
Upon completion of this course, you will be able to:
- Determine the importance of conflict resolution in our business and personal lives
- Realize the different techniques that people use to negotiate
- Know what skills are required to be an effective negotiator
- Recognize the importance of proper planning for negotiation
- Know the methods to conduct an effective negotiation session
- Realize the proper sequence for reaching a win-win engineering contract
Assessment of Learning Outcomes
Students' achievement of the learning outcomes will be assessed via a short post-assessment (true-false, multiple choice and fill in the blank questions).
Intended Audience
This webinar will benefit business development managers, financial managers, project managers, principals, and other key firm leaders involved in formal negotiations with clients or as part of the behind the scenes contract planning team for a design consulting firm.
Webinar Outline
- What is negotiation?
- Process to manage or resolve conflict
- More than a method to buy or sell
- A process that affects human interaction
- Understanding conflict and various negotiating styles
- What is conflict?
- Different types of conflict
- Understanding the usefulness of conflict
- The four styles of conflict management (negotiation)
- How negotiating is similar to playing a game of sports
- The impact of effective negotiation on our lives
- Business
- Personal
- Understanding the forces driving the need for better negotiating
- Qualifications and skills of effective negotiators
- Fundamental capabilities
- Additional important skills and attributes
- Planning for your negotiation
- Why is planning for negotiation important?
- Common problems associated with a lack of planning
- Preparation checklist
- Conducting a negotiation session
- The four styles of negotiation
- Opening moves
- Bargaining
- Reaching agreement -closing
- Strategies and tactics during negotiation
- The two primary strategic decisions
- Developing walk-away criteria
- Using concession and other tactics
- The seven step sequence to negotiating better
- Professional service agreements
How to Earn your CEUs/PDHs and Receive Your Certificate of Completion
To receive your certificate of completion, you will need to complete a short on-line post-test and receive a passing score of 70% or higher within 1 year of purchasing the course.
How do I convert CEUs to PDHs?
1.0 CEU = 10 PDHs [Example: 0.1 CEU = 1 PDH]