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2013 Committee Days Logo Committee Days 2013
December 3-4
Hyatt Regency Reston
Reston, VA


FMI Training on Effective Customer Contract Negotiations

Join the Merit and Union Contractors Committee members for Effective Customer Contract Negotiations training with Cynthia Paul, Managing Director at Fails Management Institute (FMI). FMI is a leading provider of management consulting, investment banking, and research to the engineering and construction industry. The session will be held on Tuesday, December 3 from 1:45–5:00 p.m. This 3-hour training session will teach you: Negotiating Strategies—Negotiating is more than winning the current battle you have in front of you, whether with suppliers, customers, architects/engineers, or employees. This session will explore the common pitfalls that contractors face in negotiations, and techniques to avoid them. Using tools that allow you to see both sides of the situation, Cynthia will coach attendees on how to best develop effective negotiation strategies that will help create long lasting win-win relationships. Negotiating Tactics: Used and Abused—These tactics keep the conversation progressing. Find out when and how to use (and defend against) the following tactics: good guy/bad guy, no authority, monkey off my back, nibbling, split the difference, false deadline, walking away, I’ve got the numbers, wince, messenger boy, take it or leave it, getting mad, a quickie, decoy issues, old country boy and just try it tactics. This session is open to all Committee Days attendees. Don’t miss this opportunity to receive professional training.

Cost: $195 standard rate/$185 cash/check discount (This rate includes your 2-day Committee Days registration fee).

Register online or download the registration form and return it to NIA by fax (703-464-5896) or mail (12100 Sunset Hills Rd, Suite 330, Reston, VA 20190) by November 8, 2013


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