Advanced Negotiating Skills 

 The ability to properly negotiate in the mechanical construction industry is imperative.  Each day, your company negotiates with owners, design professionals, subcontractors, jurisdictional authorities, and vendors.  During these interactions, you discuss a multitude of subjects, including new contracts, change orders, value engineering, design issues, and project buyout.  Each negotiation requires a unique approach or method to facilitate a desired outcome or response.  This course will review methods and techniques, as well as individual and company-wide philosophies towards negotiations.  Learn about how demeanor and perception affect your ability to negotiate effectively.  Participants will have an opportunity to take part in situational case studies that simulate various mechanical construction negotiation topics.

Instructor Information

Keith Rahn’s industry experience comes for owning a mechanical contracting company in Indiana for many years.  Rahn currently serves as an assistant professor at Auburn University in the McWhorter School of Building Science.  Prior to his new position, Rahn served as an instructional assistant professor at Illinois State University (ISU) for nine years.  While at ISU, he taught a variety of classes that covered instruction in mechanical and electrical systems, project management and administration, estimating and project scheduling, and construction material methods.