Sign Up For Our Weekly Emails
Get the latest updates on special offers, courses, events, webinars and books from Federal Publications Seminars.
Thank You
You'll soon be receiving updates about special offers, events, & more.
Get 10% Off Your Next Purchase
Sign Up For Our Emails
Thank You
You'll soon be receiving updates about special offers, events, & more.

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.
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.

Learning Objectives:
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
No upcoming dates/locations at this time
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

1.  What is Negotiations?
2.  The Negotiation Environment
3.  Rules of Negotiations
4.  Principles of Negotiation
5. Approaches to Negotiations
6. Characteristics of Successful Negotiations
7.  Common Mistakes in Negotiations
8.  Case Discussion

1.  Principle Based Negotiations
2. Principled Negotiator
3. Developing your BATNA
4.  Use of Power and Influence
5.  Facts and Opinions: What to use in Negotiations
6.   Effective Negotiations Skills and Talents
7.   Case Study and Discussion


1.  Perception
2.  Behaviors and Personalities in Negotiations
3.  Exercise and Discussion
4.  Preparation for the Negotiations
5.  Tactics and Tricks
6.  Active Listening Skills



1.  What is Ethical Behavior?
2.  Know your Personal Value Statement
3. Exercise
4.  Checkpoints for Ethical Behavior
 5.  Building Trust in Negotiation     
6.   Building your Negotiations Team

          a.) Behavioral Make-up

          b.) Team Member Attributes
7.   Wrap up and Summary


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.
CPE: Continuing Professional Education
Field of Study: Specialized Knowledge
Delivery Method: Group-Live Classroom
Federal Publications Seminars is affiliated with West Professional Development and 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 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:
For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.
CPE Hours
This program is eligible for: 6.00 (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: 6.00 (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: 5.50 (60 minutes), (50 minutes)
No travel information is available at this time
Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
Schedule Training
Fill out this form and someone from FPS will contact you shortly. You can fill out as much or as little information as you would like. Prefer to talk to us? Call 888.865.9082.
Thank You
You will be contacted shortly.
  • 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.