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| Negotiating Better Engineering and Architectural Contracts: A Win-Win Approach - CD Seminar |
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| Instructors |
| Gary D. Bates, P.E., F.ASCE a partner in the management consulting firm of Roenker Bates Group, is a former construction industry senior executive and educator. He has specialized in the techniques of "effective management through positive communication" and "systems for continuous improvement." As a registered professional engineer, Gary has nearly three decades of experience in the management of organizations and related design and construction projects valued over $1 billion for domestic and international markets. This included the general management of a 5 office, 700 employee architectural / engineering operation and the development of a new engineering market in Europe and Africa. The last fourteen years have involved a wide variety of consultation, facilitation, and training programs for numerous organizations, mostly in the design, construction, and health care industries. He is known nationally for his expertise in partnering, team-building and effective communication, and has facilitated or presented at over 400 workshops, seminars, or meetings throughout the US. He received his Bachelor and Master of Science in Civil Engineering from the University of Kentucky. Gary is an active member of the American Arbitration Association and Rotary International. He is active in many other professional and civic organizations including the American Society of Civil Engineers, for which he is the Editor-Emeritus of the Journal of Management in Engineering, an international publication. He is the co-author of the book Win-Win Negotiating: A Professional's Playbook. Gary has been listed in many biographical registries, including Who’s Who in the Midwest and Who’s Who in Science and Engineering. |
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| Course Description |
| 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 seminar will focus on conflict resolution related to engineering and architectural 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 seminar will impact all aspects of your business and personal lives – not just better engineering and architectural contracts. |
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| Webinar Benefits |
- Understand 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
- Understand 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 and architectural contract
- Earn 1.5 PDHs
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| Intended Audience |
| This 90-minute seminar 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. |
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| Summary Outline |
- What is Negotiation?
- Process to Manage or Resolve Conflict
- More than a Method to Buy or Sell
- A Process that Affects All 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 So 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 I. The Seven Step Sequence to Negotiating Better Professional Service Agreements
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| Comments on Webinar |
"It is a great format. It allows many of us to gather in the conference room during lunch hour to attend the seminar in a very efficient and limited timeframe. The hour length is fantastic. It fits into our brown bag lunch seminar plan."
"In an environment where time management is so crucial, it is wonderful to be able to attend a meaningful seminar with such little ancillary time commitments such as travel and coordination. My compliments. ASCE has found the perfect seminar format for today's busy professional." |
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Instructors
Develop your technical and management skills and earn PDHs/CEUs. By participating in ASCE Continuing Education, you can rest assured that the goals and objectives of your organization and staff will be met.
