Negotiating Skills for Contractors

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					Negotiating Skills for Contractors
Manchester Grand Hyatt
San Diego, California  September 29-30, 2009

Many negotiators fail to realize that successful negotiating is a
talent—a talent that can be improved by learning the right skills.                    BONUS
Negotiating doesn’t mean tricks and intimidation. Many contractors        Dr. Ralph James’ book, The Integrity
and managers fail to realize that the ability to successfully negotiate   Chain, can help keep your contracting
isn’t a product of luck or magic or even a specific talent. The ability   firm focused on the core value it needs
to successfully negotiate is a skill that can be learned. In this two-    to be profitable - integrity. The author
day course, participants will gain valuable working knowledge of          has worked with construction-industry
negotiating and listening and how it will benefit their relationships,    firms to help them maximize profitabil-
both personally and professionally.                                       ity for more than 20 years. He has
                                                                          discovered that integrity is the
   Learning Objectives                                                    common characteristic of the most
                                                                          successful firms. If you do what you
After attending this two-day course, participants will be able to:        promise, you will make more money.
♦ Implement negotiating skills in a fair and respectful manner
                                                                          In The Integrity Chain, James
♦ Discover ways to gain power and control and effectively use
                                                                          demonstrates the vital relationship
    them during negotiations
                                                                          between integrity and profit through
♦ Learn methods to overcome fear and intimidation                         the Integrity Chain concept.
♦ Identify useful value-based solutions rather than price-based
♦ Learn the powerful art of listening
♦ Understand the psychology of negotiating
♦ Discover usable negotiating methods that work
♦ Develop methods to manage angry customers
♦ Discover new business strategies to improve profits
♦ Learn key tactics to move the hardball negotiator into a more
    productive frame of mind
♦ Discover ways to identify common ground for both sides
♦ Utilize negotiating skills to improve personal and professional life
                                                                          Case studies, workshops and action
    Who Should Attend                                                     steps are provided to help contractors
                                                                          understand why integrity should be the
Negotiating Skills for Contractors is designed for anyone who             central value of their business and how
negotiates—general contractors, subcontractors, company                   to establish it as such. Also included is
owners, vice presidents, estimators, senior managers, project             a CD-ROM containing a PowerPoint
managers and officers                                                     workshop designed to demonstrate to
                                                                          employees the importance of integrity
                                                                          in contracting and how to exhibit it.
     Course Instructors

Randy and Peter are dynamic professional trainers and
will lead your two-day course with enthusiasm. They
each have worked with hundreds of contracting firms
leading customizing training and leader development
courses across the country and around the world. Both
are senior members of the FMI Leadership Institute
staff and will bring to the classroom their expertise in
human behavior to help you learn the skills to become
a more effective negotiator.
                                                             Randy G. Nemchin           Peter T. Nielson
 Registration Information                                                        Agenda

                                                               September 29: 8:30 am—5:00 pm
Registration includes all workbook materi-                     September 30: 8:30 am—4:00 pm
als, seminar instruction and refreshment
breaks. Continental breakfast and group
lunches are provided; however, hotel and
other meals are not included.
                                                              Day One                              Day Two
PRICING:                                                                                 • The Negotiating Structure Deter-
AGC members:                                        • Your Negotiating Strategy
                                                                                           mines Success
$995 for the first attendee                         • Do Your Homework
$895 for each additional attendee from                                                   • Workshop: Win As Much As You
                                                    • Quality, Service and                 Can
the same company
                                                       Price...the Real Issues
                                                                                         • Put Time on Your Side
Non-AGC members:                                    • Predictable Tactics….
                                                       Used and Abused                   • Power—The Big Gun
$1,195 for the first attendee
$1,095 for each additional attendee from            Attendees are eligible to receive 1.3 IACET CEUs for successfully completing
the same company                                    this course.

Please visit
                                                                The Associated General Contractor of America (AGC)
                                                                has been approved as an Authorized Provider by the
HOTEL INFORMATION:                                              International Association for Continuing Education and
Call the Manchester Grand Hyatt                     Training (IACET), 8405 Greensboro Drive, Suite 800, McLean, VA
One Market Place                                    22102. In obtaining this approval, AGC has demonstrated that it
San Diego, California                               complies with the ANSI/IACET Standards which are widely recog-
Room Rate: $179 plus tax                            nized as standards of good practice internationally. As a result of
Reservations can be made by calling                 their Authorized Provider membership status, AGC is authorized
800.233.1234 and ask for the Associated             to offer IACET CEUs for its courses that qualify under the ANSI/
General Contractors room block                      IACET Standards. AGC has awarded IACET 1.3 CEUs to partici-
Book online at http://manchestergrand.              pants who successfully complete each course.
Code G-CNTR                                         Participants who wish to earn CEUs for this course are expected to
                                                    arrive on time, attend the course from start to finish,
Reservations Cutoff Date:
                                                    complete the evaluation and complete the post-course online
August 30, 2009
                                                    exam with a score of 75 percent or greater.
Hotel Cancellation Policy:
48 hours prior to arrival date
                                                        ABOUT AGC OF AMERICA AND FMI
                                                    The Associated General Contractors of America (AGC) is the
Course Cancellation Policy:
If you register for this event but are unable to
                                                    largest and oldest national construction trade association in the
attend, you may qualify for a full or partial       United States. AGC represents more than 33,000 firms, including
refund of your registration fee. If you cancel      7,500 of America’s leading contractors and over 12,500
your registration by August 28, 2009, AGC of        specialty-contracting firms. More than 13,000 service providers
America will provide a full refund. If the August   and suppliers are associated with AGC through a nationwide
28, 2009 deadline is missed but cancellation is     network of chapters. Visit the AGC website at
made by September 18, 2009, AGC of America
will charge a $100 administrative fee and
                                                    FMI, management consultants and investment bankers to the
refund the remainder of the registration fee. If
both deadlines are missed, AGC will retain the
                                                    construction industry, delivers innovative solutions to contractors,
registration fee but will permit a substitute       architects and engineers, construction materials producers,
officer or employee. If all three deadlines are     manufacturers and suppliers of building products and construction
missed, AGC of America will retain the registra-    equipment, owners, residential builders, utilities, government
tion fee. Cancellation or substitution can be       agencies, surety companies and trade associations. Visit the FMI
made via e-mail:; by fax;          website at
703-837-5403; or by regular mail: Meetings
Department, AGC of America, 2300 Wilson
Boulevard, Suite 400, Arlington, VA 22201.
Cancellation or substitution will be the date on
which it is received.