Government Contract Negotiations

Course ID: 290                         Course Length: 2, 3 day(s)

Overview:

This workshop emphasizes the importance of negotiation skills in the new acquisition environment. The specifics of contract negotiation, cost and pricing coupled with personalities is integrated with best value procurement, preparing for negotiation, use of guidelines, use of effective negotiation strategies and tactics, and maintaining control to achieve successful contract outcomes.

Objectives:
At the end of the workshop participants should be able to:

• Understand the ground rules of contract negotiations
• Understand the psychology behind negotiation
• Comprehend and apply basic negotiation strategies
• Comprehend and apply basic negotiation tactics
• Learn when to use specific strategies and tactics
  sample negotiation exercises
• Achieve effective contract negotiation outcomes

Topics:

• The Ground Rules for Contract Negotiation-
  “The Process”
• The Fundamentals of Negotiation
• Traits of a Negotiator
• The Negotiation Process
• Weighing Risk
• Pre-Award Actions by the Government
• Pre-Award Actions by the contractor
• Establishment of negotiation objectives
• Evaluation of Proposals
• Exchanges with Offerors after Receipt of Proposals
• Difference between Negotiation and Discussion
• Negotiation Exercises

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