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Negotiation skills are an extremely valuable trait for everyone to learn in the contracting environment. Whether you support business development, engineering, accounting, pricing, administration or legal, it is important you know how to negotiate and get to a position as a team to win the contract. Negotiations is not just a skill but a valuable asset for everyone to understand; it’s important to winning the award and to win it so as both sides have a mutual benefit and a good working relationship after the award. 

This course covers the specifics of negotiating contracts and subcontract provisions, prices and claims including:
  • Teaming agreements
  • Subcontract agreements
  • New/contingent hiring
  • Terms & conditions
You will learn the when and why to negotiate as well as the basic concepts of negotiations. You will also learn what can be negotiated and the key steps to planning - so everyone understands the objectives to the negotiations.  

The instructor will discuss how to set up role playing and how to prepare for different scenarios during your negotiation process. You will learn some of the traps and ‘gotchas’ as well as timing and how that plays a role during the negotiations process.  

By the end of this one day program you will have a better understanding of the “why”, “the how” and the “the when” of negotiations.

Who should attend?
Anyone who is involved in any and all parts of the contract proposal process. This includes all the teams responsible for executing the contract and delivering the product/service based on the terms and conditions negotiated such as:
  • business development
  • sales and marketing
  • accounting and finance
  • administration
  • compliance
  • cost & price analysis
Dates and Locations
September 20, 2017
Caesars Palace
Las Vegas, NV
8:00 AM - 3:00 PM
La Jolla, Hilton Head and Las Vegas September Weeklong Conference Locations
9:00 AM - 4:00 PM
All other locations

I.              Introduction (1 hour)

a.     Who is Attending this Course?

                                          i.    Define roles who negotiate

                                         ii.    Quantify #s through quick hand-raising exercises

                                        iii.    Matt provides background/skills/experience

b.     What are your Objectives Today?

                                          i.    Present key Objectives

                                         ii.    Quantify #s through quick hand-raising exercises

                                        iii.    Present specific Objectives via Slide Deck

c.     When do you negotiate?

                                          i.    Teaming Agreements

                                         ii.    Subcontract Agreements

                                        iii.    New/Contingent Hires

                                        iv.    Contracts

                                         v.    Others?

d.     Why?

                                          i.    Getting painted into a corner.

                                         ii.    Performance Risk

                                        iii.    Profit Risk

                                        iv.    Setting the Bar

                                         v.    Reputation

e.     Where

                                          i.    Doesn’t REALLY apply – just had to check the box!

f.      How

                                          i.    That’s next!

II.             Negotiation Defined (2 hours with break)

a.     What are the basic concepts of negotiation?

b.     What can be Negotiated?

c.     Approaches to Negotiation

d.     Key Steps in Every Negotiation

                                          i.    Planning

1.     Defining Objectives

2.     Focus on Objectives not Positions

3.     Identifying You Approach

4.     Identifying your BATNA

5.     Role-Playing

                                         ii.    Define the Engagement

                                        iii.    Presenting AND Listening

                                        iv.    Arguing (yes, Arguing!)

                                         v.    Document

                                        vi.    Conclude (Until the Next Time!)

e.     Negotiation Traps

f.      Evaluating if this was a Win-Win

g.     Evaluating the Approach and Results for Improvement.

III.            During Negotiations (1 Hour)

a.     Agreeing to the Approach

                                          i.    Define Criteria for Measurement


b.     Presenting Objectives

c.     Presenting and Listening to Options

                                          i.    Verbal Clues

                                         ii.    Non-Verbal Clues

                                        iii.    Signal

d.     Break from Negotiations

e.     Identify Areas of Agreement

f.      Work to Resolve Critical Areas of Disagreement

                                          i.    Ideally Achieved

                                         ii.    Measure Against BATNA

g.     Document the Agreement

h.     Execute the Agreement

IV.            Specific Situations in Government Contracting (2 Hours)

a.     Negotiating a Teaming Agreement

                                          i.    Prime vs Sub       

                                         ii.    Timing

                                        iii.    Gotcha’s

                                        iv.    Successful Agreements

b.     Negotiating a Subcontract Agreement

                                          i.    Relation to Teaming Agreements

                                         ii.    Differences from the Teaming Agreement Negotiation

                                        iii.    Risks in Performance

                                        iv.    Conflict Resolution Terms

c.     Negotiating Contingent Hires

                                          i.    When?

                                         ii.    What to Negotiate Now?

                                        iii.    What to Provide During Submission?

d.     Negotiating Contracts upon Award

                                          i.    What is negotiable?

                                         ii.    What is the timing?

                                        iii.    What if Agreement isn’t reached?

V.             Open Discussion/Questions (Remaining time)

Matthew McKelvey
Matthew McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group, and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt’s teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.

In finance and accounting, Matt supports his clients with strategic planning, alignment of their systems and processes with the plan, and/or a business valuation to assess the value of the company when it achieves that plan. This allows for ongoing financial forecasting, actual to budget reviews, and improved management reporting. These updated systems assist organizations in improving profitability and cash flow while minimizing cost and performance risk.


Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA). 
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
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.
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:
This Program is eligible for: 6.0 (CPE) hours of credit
Program Level: na
Program Prerequisite: na
Advance Preparation: na
Method: na
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.
This Program is eligible for: 6.0 (CLP) hours of credit
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.
This Program is eligible for: 5.5 (60 minutes),
Caesars Palace
3570 Las Vegas Blvd S
Las Vegas, NV 89109
The group rate is $169 per night, $32+tax per night. Guests may call Caesars reservations line at 1-866-227-5944. Please keep in mind there is a $15+tax processing fee. There is no fee with the weblink. . Rooms are subject to availability.
The group rate is $169 per night, $32+tax per night. Guests may call Caesars reservations line at 1-866-227-5944. Please keep in mind there is a $15+tax processing fee. There is no fee with the weblink. . Rooms are subject to availability.
Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
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.
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.
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.
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.
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Negotiating Skills for Government Contractors
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Date Location
September 20, 2017 Las Vegas, NV
By Phone
Call (888) 494-3696