Emphasizing the increasing importance of negotiations skills in the new acquisition environment.

The specifics of negotiating contract and subcontract provisions, prices and claims:

• Best Value procurement negotiation issues.
• Preparing for negotiations.
• Checklists & guidelines.
• Effective strategies.
• Maintaining control.
• How to successfully negotiate each key element of a contract.

To many, there is an aura of mysticism surrounding the concept of "negotiation." It stems, we think, from romanticized stories about astute individuals who-with all the cards stacked against them, and contrary to all reason-are able to skillfully negotiate fantastically advantageous agreements. And it feeds upon what might be called "breakfast table" theories of negotiation-that the outcome of a negotiation is affected by factors such as your opponents' digestion (what did they have for breakfast this morning?)...their personal problems...their physical comfort (are their shoes too tight?), their psyche, if you will. Well, maybe so.

But we are neither psychologists nor behavioral experts. Rather we are realists who have devoted our resources to consideration of the practical aspects of Government contract negotiation. And this course is the result.

Developed by Federal Publications Seminars, the course will cover what negotiators must look for in particular situations...what to ask for...what the dangers and benefits are...what practical alternatives are available...what type of arguments can be made to support their positions. With this knowledge they can always more than hold their own.

We have emphasized the practical nature of the course. By this we mean that you will learn (among other things) the specifics of negotiating terms & conditions, the statement of work, the contract price, and various contract claims. All down-to-earth tangibles. And you will learn them as they apply to all types of contracts, procurement activities, and commercial item transactions.