FIND BY MONTH
FIND BY LOCATION
IN-HOUSE TRAINING
Bring any seminar or course directly to your staff through the Federal Publications’ In-House Presentations Program.
Get 10% Off Your Next Purchase
SIGN UP FOR OUR EMAILS
Email Address * Name
Title Organization
Privacy Policy

THANK YOU FOR SIGNING UP

You'll soon be receiving updates about special offers, events, books & more.
Continue to browse our site to:
 
  Public     In-House

Who should attend:

This course is geared to be focused for those involved in contract negotiations of any kind at any level. Attendees include: Proposals Managers, Contract Administrators, Financial Analysts, Cost and Pricing Specialists, Engineering leads, Directors, Business Development or anyone wanting to learn more about the tactics and strategies of contract negotiations.

What you will learn:

This course will focus upon the concepts, theories, and principles of negotiations as they apply to government contracting. Emphasis will be on what negotiation is, what determines the negotiator's behavior, the different structures within which negotiations takes place, and how a negotiator can raise his/her outcomes. The course includes negotiation maneuvers, tactics, and strategies.

The course will contrast traditional negotiations with criteria to create a win-win negotiation. Participants attending this course will:

    • Develop an understanding of the negotiation process and analyze how and when negotiation should be used.

    • Examine the merits of effective negotiations and the behavioral aspects in negotiations.

    • Identify the skills and traits in successful negotiators and develop criteria for evaluating negotiation competencies.

    • Compare and contrast negotiation strategies and tactics.

    • Assess personality traits and their effectiveness in the negotiation process.

    • Apply of human behavior theories, maneuvering techniques, and negotiation principles in the planning of tactics and strategies to a business scenario.

    • Understand and utilize techniques for sharpening negotiating skill

Materials include:

    • Manual

    • Slides

Dates and Locations
May 11-12, 2017
Hyatt Regency La Jolla at Aventine
San Diego, CA, California
$1325
REGISTER
DAILY SCHEDULE
8:00 AM - 3:00 PM
Schedule for La Jolla, CA and Hilton Head, SC Weeklong Conferences
9:00 AM - 4:00 PM
Schedule for All Other Locations
TBD

Joseph Mason

Joseph Mason is currently the Sr. Manager of Estimating and Pricing at United Launch Alliance, LLC.

He began his career in government contracting in 1973 as a government auditor performing regulatory compliance and operational audits. He transitioned into the private sector in 1980 as a member of negotiation teams representing major government contractors such as United Technologies, Ford Motor Company, and other Fortune 500 companies. He has spent 24 years as a government contract negotiator working on major weapon systems and negotiating multi-million dollar contracts. He retired from government service in 2003 as the Reserve Deputy Director of Contracting at Ogden Air Logistics Center. Mr. Mason has also been in private practice providing consulting services to small to medium size government contractors in the areas of contract compliance, proposal estimation, and contract pricing and negotiations.

Mr. Mason’s 39-year career includes positions as an Adjunct Professor of Government Procurement and Negotiations at Webster University where he instructs contract pricing and negotiation courses and as an Associate Professor of management, ethics, and critical thinking courses with University of Phoenix.   He is currently a member of the National Contracts Management Association (NCMA) and is a retired Certified Internal Auditor (CIA). He holds a current Certified information Systems Auditor (CISA) from the Information Systems Audit and Control Association (ISACA)

Education

He received his undergraduate degree from Brigham Young University and holds a masters degree from University of Oklahoma.

MEET YOUR CONTINUING EDUCATION CREDIT REQUIREMENTS
SEE INDIVIDUAL COURSES FOR AVAILABLE CREDITS
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
NCMA: CONTRACT MANAGER CERTIFICATION
All Federal Publications Seminars courses meet the course requirements of the National Contract Management Association’s certification programs. We are a proud Education Partner of the NCMA.
CPE: CONTINUING PROFESSIONAL EDUCATION
Federal Publications Seminars is part of West Professional Development, which is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
CPE HOURS
This Program is eligible for: 13.0 (CPE) hours of credit
Program Level: Basic
Program Prerequisite: None
Advance Preparation: None
Method: Group-Live
CLP: CONTINUOUS LEARNING POINTS
APPROVED FOR CLP BY
DEFENSE ACQUISITION UNIVERSITY
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP HOURS
This Program is eligible for: 11.0 (CLP) hours of credit
CLE: CONTINUING LEGAL EDUCATION
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
** Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE HOURS
This Program is eligible for: 11.0 (60 minutes), 13.0 (50 minutes)
Hyatt Regency La Jolla at Aventine
3777 La Jolla Village Dr.
San Diego, CA, California 92122
8884211448
RESERVATIONS AT GROUP RATE

For guest room reservations and to receive a rate of $199/night, plus taxes, click hereIn the drop-down menu, select ‘Attendee’.  These reservations MUST be made by April 7, 2017, and are subject to availability. As an additional benefit, we are offering a $5 flat rate for overnight and daily self-parking at the Hyatt.


RESERVATIONS AT GOVERNMENT PER DIEM
Please note that we have also reserved a limited number of guest rooms at the government per diem rate. These rooms are limited to one attendee per qualifying company. To make a reservation, click here to obtain this special rate. In the drop-down menu, select ‘Govt Block’.  Guest rooms at the government per diem will be available until April 7, 2017, and are subject to availability. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

TRAVEL INFORMATION

For guest room reservations and to receive a rate of $199/night, plus taxes, click here. In the drop-down menu, select ‘Attendee’.  These reservations MUST be made by April 7, 2017, and are subject to availability. As an additional benefit, we are offering a $5 flat rate for overnight and daily self-parking at the Hyatt.

Government Per Diem
Please note that we have also reserved a limited number of guest rooms at the government per diem rate. These rooms are limited to one attendee per qualifying company. To make a reservation, click here to obtain this special rate. In the drop-down menu, select ‘Govt Block’.  Guest rooms at the government per diem will be available until April 7, 2017, and are subject to availability. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

Early Departure Fee
Hyatt Hotels and Resorts have an early departure fee of one night’s room and tax. Departure dates are reconfirmed at check- in and are subject to a fee if changed after the check-in process is completed.

100
Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
200
Specific topics or issues within a topic area are covered. Students should be familiar with terms of art and general concepts concerning the course topic.
300
Workshops and class discussions cover specific subject matter in-depth, and participation is strongly encouraged. Attendees should have at least 2-3 years' experience in the area of study.
400
Courses build upon students' knowledge and experience, and cover complex issues within the subject matter. Should have 4-5 years' mastery of subject for in-depth analysis.
500
Masters-level programs designed for professionals with 5+ years' experience. Courses cover in-depth and technical analysis on specific subjects and updates on current issues.
Register Now for:
Behavioral Aspects of Government Contract Negotiations
close window
Register Online
Date Location
May 11-12, 2017 San Diego, CA, California
REGISTER
By Phone
Call (888) 494-3696