As we continue our journey through the 10 Essential Acumen Skills, this month we explore Negotiation Acumen. This is a skill that touches nearly every part of your business, whether you realize it or not. When most people hear “negotiation,” they think of haggling over price. But effective negotiation goes much deeper. It’s about creating value, building trust, and achieving outcomes that benefit everyone involved. Contractors negotiate constantly with clients, suppliers, employees, GCs, inspectors, and sometimes even within their own teams.

At its core, Negotiation Acumen comes down to preparation, clarity, and confidence. It starts with knowing your value. What sets your business apart? What quality, reliability, or craftsmanship do you consistently deliver? When you’re clear on your worth, you negotiate from a place of strength, not desperation.

Next, it’s about listening. Great negotiators don’t just talk, they ask questions, gather insights, and identify what matters most to the other party. That knowledge becomes leverage. It turns a tug-of-war into a real collaboration.

And finally, set boundaries. Not every deal is worth taking. Some jobs come with unrealistic timelines, unsafe conditions, or margins that don’t make sense. When you know your numbers and your long-term goals (remember Strategic Acumen?), it’s easier to say no to work that doesn’t align.

A few practical reminders:
Prepare for every negotiation.
Know your costs, timelines, and ideal outcomes.
Put everything in writing.
Verbal agreements invite confusion and risk.
Don’t rush to fill silence. Sometimes, the best move is to wait.
Look for the win-win. Long-term relationships matter more than short-term wins.

This month’s TileLetter theme -- Kitchens and Baths -- spotlights some of the most design-driven, detail-
intensive spaces in the industry. Clients investing in these areas expect high performance and elevated aesthetics. These projects also demand tight coordination with plumbers, electricians, designers, and
inspectors. Negotiation in these conditions isn’t optional, it’s essential.

So, this month, I challenge you: sharpen your negotiation skills. Practice in small conversations. Prepare for the big ones. And remember, negotiation isn’t about winning; it’s about aligning values and setting your business up for long-term success.

Next month, we’ll explore Risk Acumen, how to identify, assess, and prepare for what’s ahead. Until then, stand firm, speak clearly, and as always, Educate for Excellence!

Sincerely,

Rod Owen
President, NTCA
Rod.Owen@ccowen.us