Advanced Negotiating Skills in the Mechanical Contracting Industry

*Back By Popular Demand!

In an increasingly commoditized market, negotiation needs to be your competitive advantage. Each day, your company strikes deals with owners, design professionals, subcontractors, and vendors. You discuss new contracts, change orders, value engineering, design issues and project buyouts. Every negotiation requires a unique approach to facilitate the outcomes or responses that you desire.

• Learn to recognize how demeanor and perception affect your ability to defend and grow your margins through negotiation
• Take part in situational case studies that simulate various mechanical construction topics

This course is designed to benefit the needs of project managers, estimators, or anyone involved in negotiation processes.

Testimonials from MCA Members:

• "Great ideas and tips given for negotiating with an owner."
• "Loved the group excercises!"
• "Activities were good. The class involvement helps with intangible subjects like this one."
• "Very much appreciated the course."

Instructor:

Keith Rahn’s industry experience comes for owning a mechanical contracting company in Indiana for many years. He currently serves as an assistant professor at Auburn University in the McWhorter School of Building Science. Prior to his current 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.