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Negotiation Basics for Construction Project Managers

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Abstract: 

This interactive course is designed to provide participants with specific knowledge and techniques to become more effective negotiators in the context of projects in a construction environment. The course introduces concepts and approaches for project managers to analyze their own preferred negotiation styles, to manage conflict and remove obstacles, and to plan effectively for negotiations after identifying the styles, options and interests of the sides involved. It incorporates concepts related to vendor management, dispute resolution, negotiations related to change orders, claims administration and scheduling issues – all tailored to construction-related situations and scenarios.

The course uses an engaging delivery style including lectures, group discussions, and simulated negotiations based on real-life case studies. Participants will spend close to two-thirds of the course engaged in these discussions, activities, conversations, exercises, simulations and debriefs.

LEARNING OBJECTIVES

Participants will gain practical skills to:

  • Explore the characteristics of both collaborative and competitive negotiation styles
  • Evaluate which negotiation approach / strategy to adapt in order to maximize the chance for a successful outcome
  • Effectively plan for negotiations in construction environments, define success criteria and identify possible options
  • Apply problem-solving, conflict resolution and negotiation techniques to a variety of commonly occurring construction situations
  • Effectively handle issues around contract negotiations and vendor management
  • List conflict resolution techniques and recognize the implications of each option
  • Apply concepts of a collaborative / principled approach
  • Review best practices for managing negotiations and exploring the different stages of negotiation

 

WHO SHOULD ATTEND

This course is designed for project managers and project team members in construction environments who would like to improve their ability to effectively negotiate through construction-related situations. These include resources issues, objectives, timelines, claims, disputes, delays, change orders and priorities. The course will improve a participant’s ability to effectively lead and handle negotiations with managers, sponsors, team resources, other project managers, vendors, customers and other project stakeholders.

PREREQUISITE

There is no prerequisite for this course. It functions as a stand-alone course.

MATERIALS

Participants will receive a course binder and a set of templates that can be used on their own projects.

WHAT YOU WILL LEARN

Negotiation Fundamentals

  • Introduction and definitions
  • Conflict situations and conflict management
  • Power and influence
  • Identifying and improving your negotiation style

 

Negotiation Best Practices

  • Planning and preparation
  • Problem solving
  • Introduction to BATNA
  • Collaborative approaches
  • Learning how to say no (and still keep your job)

 

Construction Negotiation Stages

  • Before, during and after the negotiation
  • Construction negotiation simulation
    • Conflicts and issues
    • Change orders
    • Scheduling issues
    • Dispute resolution

 

Contract Negotiation and Vendor Management

  • Tips for contract negotiation
  • Quality, relationship, controls and change
  • Claims administration

 

Action Plan and Next Steps

course info

Course ID: PK1092B
Course Level: Beginner
Duration: 2 days

upcoming sessions

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PMI PDUs

PMI Talent TriangleThe following table provides the breakdown of the professional development units (PDUs) for this course aligned with the PMI Talent TriangleTM.

  Tech. Ldrshp. Strat. & Bus.
PMP 0 12 2
PgMP 0 12 2
PfMP 0 12 2
PMI-ACP 0 12 2
PMI-SP 0 12 2
PMI-RMP 0 12 2
PMI-PBA 0 12 2

 
The three columns in the above table are Technical Project Management, Leadership, and Strategic & Business Management.

Other Credits

Other professional (re)certification credits are available, including:

  • Certified Business Analyst Professionals (CBAPs) earn 14CDUs (Category 2B)
  • Certified Software Quality Engineers (CSQEs) earn 2 RUs
  • CIPS Information Systems Professionals (ISPs) earn 14 Learning Credits
  • CIPS Information Technology Certified Professional (ITCPs) earn 14 Learning Credits

Other Credits

Other professional (re)certification credits are available, including:

  • Certified Business Analyst Professionals (CBAPs) earn 14CDUs (Category 2B)
  • Certified Software Quality Engineers (CSQEs) earn 2 RUs
  • CIPS Information Systems Professionals (ISPs) earn 14 Learning Credits
  • CIPS Information Technology Certified Professional (ITCPs) earn 14 Learning Credits