Build Win-Win Partnerships Through Collaborative Negotiation
Transform adversarial builder-supplier relationships into collaborative partnerships. This intensive hands-on workshop uses role-playing to build empathy and negotiation skills that create win-win outcomes, strengthen relationships, and lower construction costs.
Schedule Your WorkshopThe homebuilding industry has operated on high-waste practices for decades. With increasing material costs and competitive pressures, you can no longer afford to ignore waste.
Not a traditional lecture—engage in hands-on exercises, real-world case studies, and collaborative problem-solving throughout the day.
Learn how different departments impact each other and work together to eliminate waste across the entire organization.
Leave with a concrete 90-day implementation plan and the tools to immediately start reducing waste in your operations.
Based on Toyota Production System principles adapted specifically for the unique challenges of homebuilding.
Understand supplier cost structures, pressures, and motivations through role reversal. Learn what suppliers truly value beyond price: predictability, clear scope, timely payment, and respect.
Master Best Alternative to Negotiated Agreement analysis. Prepare systematically with research, understanding of interests vs. positions, and clear walkaway points.
Identify opportunities for win-win trades across multiple variables: volume commitments, payment terms, scheduling predictability, scope clarity, and partnership benefits.
Handle aggressive tactics, break deadlocks, manage emotions, and repair damaged trust. Practice navigating mid-contract renegotiations while preserving relationships.
Navigate complex negotiations with multiple stakeholders. Build coalitions, create shared incentives, and develop integrated project delivery approaches.
Gain confidence knowing what's acceptable to ask for (volume discounts, payment adjustments, transparency) vs. what's risky (aggressive ultimatums, bluffing, demands without reciprocation).
Welcome and ground rules. Psychology of negotiation: distributive vs. integrative, trust dilemma, cognitive biases, BATNA. Role-Play #1: The Framing Contract - basic price negotiation with competitive pressure.
Understanding supplier cost structures, pressures, and what they value. Role-Play #2: Material Supply Agreement with ROLE REVERSAL - participants switch sides to "walk a mile in their shoes" and experience supplier perspective firsthand.
Negotiation tactics: preparation, opening moves, active listening, value creation, managing difficulty. What's acceptable vs. risky. Role-Play #3: Difficult Renegotiation - managing emotions, damaged trust, and relationship repair.
Role-Play #4: Complex Multi-Party Negotiation (5-person groups) - integrated project delivery with multiple trades. Integration, reflection, and personal action planning with peer feedback and commitments.
This workshop is designed for anyone who negotiates contracts or pricing with suppliers and wants to build stronger, more productive relationships.
Contact us today to schedule this transformative workshop for your team
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