Session 4

Value Based Negotiation

This program is the fourth of six in the Mastering the Future Business of Architecture series that is designed to address the soft-skills side of our work, or the business of architecture.  This fourth session will be a full day of skills building and will focus on negotiations: how to say yes and how to say no.  The morning will address “Designing the Contract”. The afternoon will address “Designing the Fee”.  

Date, Time, Location

Tuesday, April 28, 2015
8:00 am – 5:00 pm
Ewald Conference Center
1000 Westgate Drive
St. Paul, MN  55114


Includes handout, continental breakfast and lunch
AIA members $150
NonMembers $200

Note: You may sign up for the entire series of six for a discounted price.

Continuing education

6.5 LU Hours

Learning objectives

  1. Identify strategies for planning client business discussions that create positive, forward-moving outcomes for both client and architect
  2. Build client-based negotiating strategies for developing fees and achieving project success
  3. Learn how to spot deal breakers and learn how to look behind bad language and find common ground
  4. Establish a rapport and trust with your client


Ava J. Abramowitz, Esq., Hon. AIA, is a former assistant United States attorney for the District of Columbia. She currently teaches negotiations at the George Washington University Law School and is the winner of its 2011 Distinguished Adjunct Faculty Teaching Award. Formerly the deputy general counsel of The American Institute of Architects, Abramowitz is the author of The Architect’s Essentials of Negotiation (John Wiley & Sons 2009) and the writer of many chapters and articles on critical issues facing clients, contractors, and the design professions. Abramowitz has also served as the first public member of the National Council of Architectural Registration Boards. Previously she served on the board of directors of the National Architectural Accrediting Board. 


The MFBA series is intended for professionals with 10 – 20 years’ experience. You may register for individual sessions or for a discounted price, you may register for the entire series of 6 sessions.
Register today!


Contact Deanna Christiansen, Continuing Education Director