Start Date: 2/21/2024 11:30 AM CST
End Date: 2/21/2024 4:00 PM CST
Venue Name: MCAKC Knowledge Center Location:
10955 Lowell Ave, Suite 1050
Overland Park, KS United States 66210
Event Website: https://www.mcakc.org/liftprojectmanagement
|This session is 4 of 10 in the LiFT Level 2 - Project Management Series. Use the button below to register for this series. To register only for this seminar, click the registration button above.
Negotiation Skills for Project Managers
Lunch is served at 11:30 am.
Class begins at Noon.
Mechanical project managers spend a substantial part of each day negotiating. They negotiate customer issues, change orders, subcontracts, equipment and material purchases, rental equipment rates, submittal and shop drawing approval, time and space allocation, back charges, etc. Most project managers have no formal training in negotiating, putting them at a great disadvantage. This seminar provides the basic skills to improve negotiating abilities and increase the project manager’s comfort level when negotiating.
Discussion topics will include:
- Understanding that negotiating skills are learned and requires certain skills and continuous practice and refinement
- Understanding how your “personality profile” and personal strengths and weaknesses affect negotiating ability and potential
- The process and methodology of negotiating
- The importance of creativity in negotiating
- Understanding the importance of “win-win” negotiating and long term relationships
- Negotiating consciously– following methodology rather than “winging it”
- Qualities, traits, and characteristics of great negotiators
- Myths and realities of negotiating
- The importance of controlling your emotions when negotiating
- Understanding the issue of leverage and using leverage to your advantage
- Dealing with the fear of rejection
- Getting over the resistance or fear of asking for what you need or want
- How to respond or deal with a “no” or “maybe” answer
- The importance of proper preparation
- Dealing with being blind-sided/surprised
- The importance of knowing and understanding the other person and their needs
- Why you must believe that everything is negotiable
- Learning to say NO
- Knowing when to walk away
- Understanding the importance of authority–theirs and yours
- Staying cool under fire
- Risk/benefit analysis
- The importance of patience and persistence
- Rules for negotiating price
- Rules for conceding
Project Managers with 3 to 7 years of experience, support staff or anyone interested in moving into a project management role or in obtaining fundamental project documentation skills.
$150 Signatory Members
$150 Signatory Non-Members
$200 Associate Members
John R. Koontz
, MCAA’s Director for Project Management Education, has almost four decades of wide-ranging mechanical industry experience that includes contracting, academics, and consulting. He is a former Tenured Associate Professor in Purdue University’s Department of Building Construction Management. He is also the founder and former director of Purdue’s Mechanical Construction Management Specialization Program and is the founder of the first MCAA student chapter at Purdue in 1993.
In addition to his academic career, he spent 15 years in the employment of MCAA contractors in a variety of positions including senior project manager, project manager, project engineer, and estimator. Koontz’s family heritage of long-term UA family members (grandfather, great uncle, and father, and others) provides a sincere and deep-rooted pride, interest, and concern for the future success of all parties involved in union mechanical construction.
John has a Bachelor’s Degree in Building Construction Management from Purdue University and a Master’s Degree in Construction Management from Washington University in St. Louis. Since leaving Purdue in 1999 to join the MCAA full time, John has been traveling throughout America speaking, teaching, training, consulting, and writing about all subjects related to project management and the mechanical contracting industry.
Cancelations for all MCAKC events must be received prior to the event by email to email@example.com or by phone at 913-948-9200. Cancelations received after this time will be assessed a $100 cancelation fee.
“No Shows” will be assessed a fee (see below) and invoiced accordingly.
$50 Event Duration: Up to 4 Hours
$100 Event Duration: Over 4 Hours (Should the event cover more than one day, this fee will apply for each day of event)