On-Demand Course

If you are not currently logged into ASCE, you will be asked to login or create an ASCE account.

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.