Contract Negotiations

This is an 8-hour virtual course conducted over a two-day period.

Registration Fee:

$239 per person
     (if registered by 2/10/2021)
$249 Per Person
     (after 2/10/2021)

Delve into the negotiation techniques developed by Roger Fisher and William Ury in the book Getting To Yes. Through both classroom instruction and case studies, you will learn how NOT to compromise, but how to WIN at negotiations. And achieve your WIN while still maintaining relationships with your clients and customers.

Included in the course is instruction in preparation, targeting, using strategic moves before and during negotiation sessions. An important part of the class is instruction and practice in preparing to negotiate and strategies that should be used to start the negotiation on the right foot, as well as how to close the deal to get what you want.

You will learn to look out for (and respond to) questionable or unethical tactics sometimes used by professional buyers or agents, and what to do when the other side says “NO.” You will perform actual negotiations with other students using engineering/manufacturing scenarios as part of the class learning experience. By the end of the course, you will have an understanding of the correct way to get what you want as you negotiate in the business world (or, in your personal life). Application of the principles taught in this course will mean higher fees and better terms in your contracts.

A certificate for 8 Professional Development Hours (PDHs) will be awarded to attendees who successfully complete the course. 

This is an 8-hour virtual course conducted over a two-day period. All attendees will participate via Zoom and will be given login credentials closer to the start of the course. A copy of the book Getting to Yes, by Fischer and Ury, is provided.

COURSE CONTENT

• Instruction in preparation
• Targeting
• Using strategic moves before and during negotiation sessions
• Instruction and practice in preparing to negotiate
• Strategies that should be used to start the negotiation on the right foot
• How to close the deal to get what you want
• What to look out for, and how to respond to, questionable or unethical tactics
• What to do when the other side says "NO"

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COURSE INSTRUCTOR

Bob Berry, PE, is a business consultant and adjunct professor with Missouri University of Science and Technology where he has taught graduate courses in project management, case studies in project management, advanced corporate finance, business negotiations and advanced business negotiations.

Berry is a retired engineering professional who enjoyed a 32-year career with Burns & McDonnell. He worked as a design engineer, project manager, marketing director and vice president in the Kansas City office for over 14 years before starting the St. Louis office in 1989. As vice president and regional office manager in St. Louis, he managed the marketing and production aspects of the office for 18 years, until his retirement in 2007. He also served in the military and is a retired lieutenant colonel in the U.S. Army Reserves.

Berry, who graduated with a bachelor’s degree in civil engineering from Missouri S&T in 1972, earned a doctor of engineering degree at the University of Kansas in 1980. He also holds two master’s degrees, one in environmental health engineering from KU and another in engineering management from Boston University. In 2005, he received an honorary doctorate degree from Missouri S&T. 

CANCELLATION POLICY
Missouri University of Science and Technology reserves the right to cancel its programs in the event of insufficient registrations, instructor illness, severe weather, or natural disaster. In the event of cancellation, registrants will be notified immediately, and all registration fees will be refunded in full.  

Persons wishing to cancel their registrations must do so by February 9, 2021. Refunds will not be made after this date.