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Virtual Learning

Contract Negotiating - Change Orders

  • Apr 16, 2020 (2:00 - 3:30 pm CT; 1:00 - 2:30 pm MT)
    Virtual Learning (desktop or laptop access)


DEADLINE: Friday, April 10, 2020

The above opportunity and more can be accessed by visiting the TLN Learning Management System (LMS).


Negotiation is a key tool used to resolve change orders on construction projects, but it can be frustrating and stressful. This presentation will walk you through successful strategies to use when you negotiate. These will include showing you how to set the right goals, how to prepare, how to structure the discussions, and how to win the games people play. The presentation uses real-world examples to illustrate successful and unsuccessful strategies. This includes helping you focus on the parts of your contract specifically designed to help you successfully resolve project issues through negotiation. The presentation goes behind the scenes to help you understand the clich├ęs used to discuss negotiation like "two ships passing in the night," "good guy, bad guy," and "the straw man." You'll learn how to cut through these ploys and get to a successful outcome.


Scott Lowe, PE, Trauner Consulting Services, Inc., has expertise in the areas of construction claim preparation and evaluation, critical path method scheduling, specification writing, and training. Scott has directed and performed all types of analyses related to claims including delay and inefficiency (typically using Measured Mile for inefficiency), assessed responsibility for contract changes, and calculated various types of delay damages. He has evaluated problems and offered solutions on almost every type of project including transportation, wastewater treatment, power, process and manufacturing, medical, educational, commercial, correctional, hotels, condominiums, residential housing, and athletic facilities. He has worked on projects large and small throughout the U.S. and internationally.

Target Audience

Consultant management, construction, design, bridge, maintenance, legal, finance, and local government staff will benefit from this presentation. Local government employees and consultants performing work on behalf of the DOTs or local governments should also attend. Additionally, those who are involved in other contracts will gain benefit from attending this presentation.

NDSU Dept 2880P.O. Box 6050Fargo, ND 58108-6050