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Principles of Contract Negotiation Content Outline

  • Register Now for June 3 - July 12, 2019 Course

     

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

    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

    Register Now for June 3 - July 12, 2019 Course

     

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

    This course outline is subject to change.

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