On-Demand Course
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Course Schedule
Session 1
- Introduction to contract negotiations
- Win-win negotiations
- Practice exercise # 1
Session 2
- Defining the scope of the negotiations
- Developing a negotiation strategy
- Practice exercise # 2
- Webinar I: review of sessions 1 and 2
Session 3
- Communications theory
- Accounting for culture in the negotiating strategy
- Practice exercise # 3
Session 4
- Developing the negotiating plan
- Scripting the negotiation
- Practice exercise # 4
- Webinar II: review of sessions 3 and 4
Session 5
- Webinar III: review of modules 1–4 content
Session 6
- The final exam: online multiple-choice test graded on a pass/fail basis
This course outline is subject to change.
If you are not currently logged into ASCE, you will be asked to login or create an ASCE account.