Negotiation of Construction Claims & Change Orders Presented by:
Kathleen Barnes
Watt, Tieder, Hoffar & Fitzgerald, LLP Successful negotiations are not just about bargaining table tactics, but are grounded in proper proposal preparation, company goals, knowledge of the process and understanding your opponent. This 90-minute presentation reviews the steps to prepare for a negotiation meeting, present tactics for negotiating forward pricing and large claims where amounts are usually negotiated item by item and review available negotiating techniques. Each side has particular advantages and disadvantages at the negotiation table. The contractor knows his costs exactly, can adjust prices for maximum revenue, and can accept or reject a settlement as he so chooses. The owner’s representative has a strong advantage in that he holds the purse strings. Although there is an obligation to reach a settlement, the (owner's representative is bound by procurement rules, regulations, and approvals by superiors. Join this webinar to learn best practices for your side of the table. Attorney Kathleen Barnes walks through the process and the considerations to properly prepare for and achieve successful negotiations, including how to: - Identify the various goals of a negotiation — its more than a bottom-line dollar amount
- Anticipate the considerations of your opponent
- Perform recovery risk analysis
- Prepare for the negotiation: learn the techniques to gain control of the meeting
- Learn the importance of a term sheet and what it should contain
- And much, much more!
Listen to this informative session to learn all about successful negotiation tactics that include starting with identification of final goals and finishing with a successful conclusion your project success! Who Will Benefit? This presentation is a must if you’re a public or private owner, construction manager, contractor, subcontractor, consultant, architect, engineer or attorney. This event features key insights from our knowledgeable construction expert:  Kathleen O. Barnes, a senior partner with Watt, Tieder, Hoffar & Fitzgerald, LLP, focuses on domestic and international construction contracting and federal government contracts. Kathy counsels and advises contractors, design engineering firms, construction managers and owners in all phases of industrial, power, civil, transportation and commercial construction in the United States and overseas. For more than 20 years, Kathy has represented clients at every stage of complex construction dispute resolution, including claim preparation, negotiation and other informal ADR procedures, mediation, arbitration and litigation in both federal and state courts. Kathy has an active government contracts practice and counsels contractors and design engineers on a broad range of issues involved in government contract administration and compliance.
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