SMPS/ACEC Seller-Doer Workshop 2025: Relationship-Based Negotiations Part 2

He’s back!  Dan Oblinger, negotiator and friend of so many professional design, build, and serve companies is back with a brand new edition of “brain games for better selling and marketing skills”! Once again, Dan is sharing his systems, lessons, and hacks from the world of hostage negotiations and consulting with AEC firms. Wear comfortable shoes and bring a friend!  This is going to be carefully designed so that anyone who missed last year’s meeting can get caught up and still be completely fresh for those who are back for more!  Dan will be diving even deeper into the world of active listening, cultural leadership, and relationship-based negotiations. Do you have what it takes to learn in the ultimate interactive environment?   

The Workshop: Experience the industry standard for knowledge and skill to be effective negotiators in a system that honors relationship and clarity, not aggression. This is an intermediate curriculum designed to build upon last year’s highly reviewed session while also catching new students up to speed as we explore how humans choose to collaborate!  We will “play-to-learn” principles and frameworks that will boost scope, fee, and satisfaction efforts in the AEC industry.

Session: Dan will deliver an instructor-led, participant-centered workshop experience whereby the participants are the stars of the show. He will guide the group as they absorb critical communication and negotiation skills in a way designed for maximum retention and adoption of practices.

Topics include:

• A refresher on the foundations established in 2024 so everyone is on the same page!
• Active listening and rapport-building as intermediate-level negotiation skills.
• Introducing the critical activity of master negotiators and consultants: coaching!   
• A series of exercises that provide clarity and skills to boost their confidence and competence in having these conversations. This will be a mix of the fundamentals for review and brand new and deeper application of active listening and negotiations practices narrowly tailored for AEC situations. 

BONUS:

Dan is providing each participant a copy of his book, Life or Death Listening. He will also send a pre-learning guide and customized video before the session, as well as post-session follow-up communications to encourage adaptation.

Event Timeline:

9:00 – 9:30 am: Registration and Networking

9:30 – 10:25 am: Part I

10:25 – 10:45 am: Break

10:45 – 11:40 am: Part II