S7: The Art of Negotiation
August 14th, 2026
Location
Lutron Experience Center
455 Massachusetts Ave NW #770, Washington, DC, 20001
Led by
Jordan Duke, AIA, NCARB
Elena Wrobel, AIA, LEED Green Associate
Session 7: The Art of Negotiation explored negotiation as an important professional skill in both project management and career development. The session covered contractual risk, professional liability, client expectations, scope management, salary negotiation, self-advocacy, and long-term career planning. Participants also had the opportunity to practice these concepts through a negotiation role-play activity and a resume workshop. Overall, the session emphasized the importance of project management, clear communication, and understanding one’s value in the workplace.
Act 1: The Art of Negotiation: From Negotiating Contracts to Negotiating Client Expectations
Jonathan Shoemaker
The first speaker discussed the importance of understanding and managing contractual risks in AEC projects. A major focus was professional liability insurance (PLI) and the need to ensure that contractual obligations are consistent with a firm’s insurance coverage, including understanding policy exclusions and project-specific requirements. The presentation also addressed how different project delivery methods distribute risk and responsibility differently, making it important to understand the implications of approaches such as Design-Bid-Build and Design-Build. Another key topic was managing client expectations by clearly defining the standard of care, project responsibilities, design phases, and limitations of services. The speaker emphasized the importance of identifying scope changes and requesting additional compensation when work falls outside the original contract. The presentation demonstrated that effective contract management requires careful preparation, clear communication, thorough documentation, and an awareness of how contractual decisions can create or reduce professional and financial risk.
Jason Gitlitz, Assoc. AIA
The second speaker focused on negotiation as a professional mindset and provided strategies for advocating for yourself throughout your career. The presentation emphasized that effective negotiation is not simply about winning the conversation, but about clearly communicating your value while seeking outcomes that benefit both parties. The speaker discussed practical strategies for negotiating salary and raises, including preparing evidence of your contributions, understanding your value, anticipating objections, and approaching difficult conversations with confidence. Career development was another major focus, with recommendations to establish SMART goals, conduct regular self-reviews, maintain a career journal, and intentionally build relationships with mentors and professional networks. The speaker also discussed the importance of creating a strong resume that documents accomplishments and demonstrates career growth rather than simply listing responsibilities. Finally, the presentation encouraged participants to understand their worth and values and use them to evaluate potential jobs, firms, projects, and career opportunities.
Act 2: How to Self-Advocate in the AEC Workplace
During this session, an interactive activity was led that allowed scholars to apply the negotiation and career-development strategies discussed during the presentation. In small groups, participants completed a negotiation role-play exercise that provided an opportunity to practice advocating for themselves, communicating their value, responding to different perspectives, and working toward mutually beneficial outcomes. The exercise demonstrated how preparation and clear communication can make difficult professional conversations more manageable. Participants also took part in a resume workshop where they reviewed their resumes and received feedback from peers. This activity encouraged participants to consider how effectively their resumes communicate their accomplishments, skills, and professional growth to potential employers. Together, the activities provided practical experience that reinforced the presentation’s emphasis on preparation, self-advocacy, communication, and intentional career development.
Jason Gitlitz, Assoc. AIA
Act 3: Resume Workshop
Thank You to the 2026 Session 7 Sponsors
