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Negotiating Skills in Construction

November 7, 2017 @ 8:00 am - 4:00 pm

$290 – $415

Negotiating Skills in Construction


November 7, 2017 / 8:00 am – 4:00 pm


Negotiating is the most profitable human endeavor. Construction professionals have experienced making or saving hundreds of dollars in a span of minutes just by saying “no” or “yes.” This one-day course starts attendees on their pathway to be better negotiators. Whether you are a seasoned negotiator or not, this course gives the strategies, tactics, gambits and antidotes for producing a better result.

Discover how planning your negotiating is as important as gaining the skills and tools needed. This course contains construction-related exercises to further build your negotiating “muscle.”

Benefits of Attending:

  • Make more money more quickly through effective negotiation rather than confrontation.
  • Learn that good negotiators don’t use tricks and intimidation.
  • Use the skills you learn to improve your personal and professional life.
  • Make the switch away from price-focused negotiating.
  • Understand the psychology of negotiating.
  • Find ways for everyone to win that won’t jeopardize your profits.
  • Stop leaving money on the table.

Develop Your Skills and Learn More About:

  • What is Negotiating
  • Cooperation or Confrontation
  • The Negotiation Model
  • Effective Negotiation
  • The Meeting of the Minds
  • Closing / Gain Agreement
  • Gambits / Tactics used in Negotiation
  • Goal Setting

Who Should Attend:

All Construction Professionals including executives, project managers, field supervisors, financial and administrative staff should attend.


Dr. Matt Stevens is an owner and management advisor with Stevens-Day Construction Institute, Inc. which works exclusively with construction contractors. Stevens has been advising since 1994, and his industry experience spans over 35 years. He has presented to more than 600 audiences and engaged over 100 contractors. Stevens received his Doctorate from the University of Florida. He authored two industry books, “Managing a Construction Firm on Just 24 Hours a Day” (416 pages) and “The Construction MBA” (512 pages) published by McGraw-Hill, New York. Stevens’s advising work focuses on Strategic Planning, Business Evaluations, Best Practices, and Productivity. Reach him at

From the Instructor, Dr. Matt Stevens:

Negotiation has the highest payoff of any business activity. On a per hour basis, there is no other business skill that pays off as handsomely. Improving your understanding and skills in this area is almost always worth the time and expense invested.  We offer this white paper to help contractors negotiate more effectively with clients, peers, employees and others. This summary list will give construction professionals a better understanding of how other contractors negotiate more effectively.

These are simple philosophies and tactics that will move the negotiation to “go or no go.” The success of a negotiation is many times seen as the goal; however, we think each of these outcomes is a success. We believe that walking away should also be seen as success, because it frees up possible ill-invested time and allows a person to go to the next valuable opportunity. In other words, there are people who you should never negotiate with or circumstances that are sub-optimum.

Price includes: light breakfast, lunch, course materials, certificate of completion.

Preferred registration date: October 31, 2017

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November 7, 2017
8:00 am - 4:00 pm
$290 – $415
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Angela Corbisello


ABC Keystone
135 Shellyland Road
Manheim, PA 17545 United States