Negotiate Anything The One Thing to Do Before Signing Any Contract — Most People Skip It
May 9, 2025
Courtney Kelly, a construction project manager and author, reveals key insights on establishing trust prior to signing contracts in high-stakes negotiations. She highlights her journey from Hurricane Katrina to civil engineering and discusses how emotional intelligence transforms conflicts into collaborations. Courtney emphasizes the significance of proactive relationship building and strategic communication, urging listeners to adopt a collaborative mindset over a combative one. Her perspectives offer valuable lessons for anyone negotiating, from large projects to everyday agreements.
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Trust Over Contracts
- Conflict in construction arises from misalignment between design and field conditions and money issues.
- Building relationships early helps resolve conflicts smoothly and fosters future collaboration.
Build Relationships Before Conflicts
- Build deep personal relationships with stakeholders before conflicts arise to establish trust.
- Knowing personal details fosters friendship, making tough conversations manageable later.
Use Emotional Intelligence To Pivot
- Identify the underlying motivations behind the opposing party's stance in conflicts.
- Adjust your negotiation strategy based on their needs to find win-win solutions.
