Workshop Objective

You will learn to achieve more win/win settlements with contractors, better prepare themselves before negotiating, gain confidence about their ability to negotiate effectively, and build positive long-term relationships with contractors.

Workshop Content

• Best/worst negotiators and strategies
• Why being tough doesn’t always work (but neither does being the “nice guy”!)
• Understanding the nature of disagreement and conflict
• Constructive and destructive uses of conflict
• The most common negotiating styles
• The negotiating process revealed
• Tactful handling of disagreement and dialogue
• Specific techniques for offers, counter-offers, and counter-tactics
• How to persuade without being too aggressive
• Building for long-term relationships
• Conflict is healthy: constructive methods for ensuring a win/win outcome
• Dealing with the politics of conflict
• Dealing with those who refuse to negotiate
• How to determine the contractor’s best alternative to a negotiated agreement

Who Should Attend

Managers and inspectors who administer contracts for municipal construction and rehabilitation projects.

Accreditation

This course is recognized by:

• This course may be used for the technical specialist programs only. Please contact OACETT to ensure that this course satisfies your particular examination program for certification. Point Value = 5
• The Engineering Institute of Canada awards 14 Professional Development Hours to this workshop.

Format

Small and large group discussions, self-assessment questionnaires, video, case studies and exercises. Groups will be asked to recommend solutions to work specific case studies, then will practice their solution with the instructor.