Construction SuperConference 2017

Sessions Speakers Exhibitors Floor Plan Buzz

E24 Not Every Problem is a Nail: How Psychology and Bias Impact the Negotiation Process (Room Chopin 2)

06 Dec 17

8:30 AM - 9:45 AM

Tracks: Guidelines, Codes + Standards

Speaker(s): Roy Fazio, Vice President and Director of US Operations, MWH Constructors; Melinda Gentile, Partner, Peckar & Abramson, P.C.; Dara Hendrix, Managing Director, Berkeley Research Group; Marylin Klinger, Chair, Commercial Division, Sedgwick; Jean Sternlight, Professor, Director of Saltman Center for Conflict Resolution, University of Nevada Las Vegas;

Moderator(s): Tamara Lindsay, U.S. Commercial & Contracts Director, MWH Contractors

This panel discussion will address the beneficial use of psychological principles to enhance the likelihood of success in diverse negotiation settings. This veteran team will describe how their approaches, including their own bias, have evolved over time and how it impacts not only case evaluations but also the manner that they address particular issues and diverse parties.

Upon completion of this session, participants will be able to:

Understand how to adjust negotiation techniques to best fit the situation and attain client goals.
Identify their own biases which may be impacting their ability to either properly evaluate a dispute or their interactions with other parties to the negotiation.
Understand how skilled negotiators recognize bias, choose their battles and confront individuals and issues in a negotiation to reach a positive resolution for their client.

Home Sessions Speakers Exhibitors Floor Plan