Training Class
karrass - Effective Negotiating for DOT Personnel
Description

The practical techniques and skill sets presented in the KARRASS program provides DOT employees with a foundation and understanding of the skills it takes to become better negotiators.   It also helps DOT employees understand how more effective partnerships can be built with the contractors, consultants, vendors and other agencies who work with the Department.

Objectives / Topics

DAY ONE: The Basics

  • How other cultures negotiate
  • Strategies of successful negotiators
  • DOT negotiating issues
  • The strategy of building negotiating power
  • The strategy of creative compromise

DAY TWO: Speical Issues for DOT Negotiators

  • Resolving contractor disputes
  • How to open the negotiations and make concessions
  • Negotiating changes
  • How to ensure contractor compliance with the performance promised in the contract
  • How to cope with "Fair and Reasonable" policy objectives
  • BOTH-WIN strategies to build stronger relationships
Target Audience

DOT personnel only.

Prerequisites

None.

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