You Negotiate all the Time
   • Daily Lives
     • Getting your kids organized in the morning
     • Agreeing on weekend activities
     • Making consumer purchases
   • Business
     • Entering into business contracts
     • Construction Administration
     • Changes
   • Dispute resolution
     • Claims and Lawsuits
            Initial Points
     •   Plenty of Articles and Research, including studies and empirical 
         Data
     •   Design and Construction World is Small
          •   Your Negotiation Style will impact your business
          •   Your Negotiation Style will Impact your Client’s business
     •   Goals of Negotiation
          •   Agreement 
          •   Successful Implementation of Agreement
  What is “Negotiation”?
   • From the Latin expression, "negotiatus", "to carry 
    on business"
   • It is a dialogue intended to resolve disputes, to 
    produce an agreement upon courses of action, to 
    bargain for individual or collective advantage, or 
    to craft outcomes to satisfy various interests. 
  What is “Negotiation”?
    • A Discussion where terms can be varied
     • No Common Ground – No Need to Negotiate
     • Complete Agreement – No Need to Negotiate
     • Competing Interests – Time to Negotiate
     • Have something that others want – Time to Negotiate
     • Need something that others have-Time to Negotiate
   Definition of a Skilled Negotiator
       • Prepares for Negotiation
       • Routinely Reaches Agreement
       • Agreements Usually Implemented Successfully
       • Other Side or Sides willing to Negotiate again on other 
        matters