Vice President Role, Avoiding Losses Works, Productivity in High-Stakes Scheduling

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And people will take greater risks to avoid losses than to achieve gains. That’s called Loss Aversion.

Never Split the Difference by Chris Voss

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Tactic Playbook: 5 Chris Voss-Inspired Moves Every Construction Scheduler Should Know

Ever feel like you're negotiating uphill, trying to hold the line on dates, durations, or logic... and nobody's listening?

Here are 5 field-tested negotiation tactics, adapted from retired FBI negotiator Chris Voss’s playbook, made for planners and schedulers.

These aren’t just soft skills. They’re schedule-protecting power moves.

1. Frame Delays as Losses, Not Just Risks

Most people act faster to avoid a loss than to secure a win. Use that.

Situation: The GC wants to push a major equipment install by two weeks.

Say this:

"If this slips into next month, we’ll miss the commissioning window. That could delay handover and trigger liquidated damages. You willing to risk that?”

You’ve now framed the delay as a reputational and contractual loss. Loss aversion is hard to ignore.

2. Ask Calibrated Questions That Surface Risk

Instead of debating numbers, ask questions that shine a spotlight on risk.

Example 1:

Subcontractor says structural steel will only take 5 days.

“How should we explain to the owner when it takes 9 again like the last two sites?”

You’re not accusing, you’re inviting them to re-live the downside they already experienced.

Example 2:

GC proposes Sunday work to catch up.

“How’s your team planning to manage fatigue if we start burning into Sundays?”

Now they’re forced to price in what they hadn’t considered.

3. Get to “No” to Get to “Yes”

People feel more in control when they can say “no.” Use that to your advantage.

Instead of:
“Can we get weekly 4-week lookaheads?”

Try this:

“Would it be unreasonable to expect weekly 4-week lookaheads so trades can plan better?”

They’ll likely respond with:

“No, that’s not unreasonable.”

Congratulations, you just got a “yes” on your terms.

Another one:

“Are you against giving our scheduler direct access to your PM every week?”

Saying “no” here feels safe, but it still gets you the access you need.

4. Don’t Split the Difference

Compromise feels fair. But in scheduling, the middle can be dangerous.

Example:

The contractor wants 12 weeks for commissioning. The owner wants 8. Someone proposes 10.

You speak up:

“Splitting at 10 doesn’t protect the critical path. A single delay means we crash later at double cost or miss occupancy.”

Show how the “middle” actually creates downstream pain.

5. Trigger the Fairness Reflex

People are wired to resist anything they perceive as unfair. Use that to lower defenses.

Example:

You’re reviewing a rebaseline after a scope change.

“We want this to feel fair — especially after the shift. If it doesn’t, let’s surface that now.”

You’ve disarmed them. They’re more likely to engage instead of defend.

Owner-side example:

“We know review cycles have been rough, we don’t want your schedule punished for delays you didn’t control.”

Fairness language builds trust, and buys you more cooperation.

Negotiation Helper

Copy and paste this prompt into ChatGPT, Gemini or Claude.

Act as a seasoned construction scheduler who excels at negotiating timelines, logic ties, and scope protections under pressure. Guide planners and schedulers through using high-impact negotiation tactics inspired by Chris Voss to hold the line on critical schedule elements during difficult project meetings.

The context is high-stakes construction environments where pushing back on unrealistic expectations or defending the schedule is crucial. Include examples such as reframing delays as losses, asking calibrated questions that surface risk, or using fairness language to lower defensiveness.

Structure the answer in a way that provides clear direction action.

Keep the tone direct, tactical, and grounded in construction site realities. Before you begin ask me 3 questions to help improve your answer.

Principal - Project Planning

Company - Avangrid
Location - Portland, OR | Orange, CT | Boston, MA

Program Controls Manager

Company - Stantec
Location - Chicago, IL

Assistant Vice President, Construction Project Controls

Company - Wellstar Health Systems
Location - Marietta, GA

^{We have no connection to these jobs or companies. Our goal is simply to help you land the job of your dreams.}