Course Details

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Principles of Contract Negotiation

Instructor: Douglas D. Gransberg, Ph.D., P.E., FRICS, M.ASCE

This course teaches the fundamentals of contract negotiations and dispute resolution. It includes developing a negotiating plan and crafting it to fit social, cultural, and business nuances found on the typical project.

This course is one of ASCE’s new Guided Online Courses that are highly interactive, instructor-led programs in which learners move through a 6-week learning experience with their peers. The content includes video lectures, interactive exercises, case studies, and weekly discussion topics to help master the course material. Unlimited 24/7 accessibility to weekly modules.

Course Benefits and Learning Outcomes

  • Learn the fundamentals of contract negotiation and dispute resolution
  • Learn techniques for developing a negotiating plan and crafting it to fit the social, cultural, and business nuances found on the typical project
  • Learn how to apply negotiating principles to construction change orders

Who Should Attend?

  • Construction project owners
  • Design consultants
  • Construction contractors

Course Outline

Week 01:

  • Introduction to contract negotiations
  • Win-Win negotiations
  • Practice exercise # 1

Week 02:

  • Defining the scope of the negotiations
  • Developing a negotiation strategy
  • Practice exercise # 2
  • Webinar I: review of weeks 1 and 2, and Q&A

Week 03:

  • Communications theory
  • Accounting for culture in the negotiating strategy
  • Practice exercise # 3

Week 04:

  • Developing the negotiating plan
  • Scripting the negotiation
  • Practice exercise # 4
  • Webinar II: review of weeks 3 and 4, and Q&A

Week 05:

  • Webinar III: review of modules 1-4 content, and Q&A

Week 06:

  • The Final Exam: online multiple choice test graded on a pass/fail basis

Course Overview

Duration: 6 Weeks
Starts: Monday 04 June 2018
Begin anytime after start date.
Ends: Friday 13 July 2018
Complete within 2 weeks of end date.
Expected sitting time per week: Up to 2.5 hours
Total video lecture content: 16 hours
Total interactive exercises: 3 hours
Credits: 1 CEUs/ 10 PDHs

Part of the Construction Engineering Certificate Program

IACET Accredited



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