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Overview

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
Dates/Locations
May 6, 2021
Hyatt Regency La Jolla at Aventine
La Jolla, CA
Travel Info
Standard: $1,000.00
Premium: $1,395.00
Register
July 28, 2021
The Westin Hilton Head Island
Hilton Head Island, SC
Travel Info
Standard: $1,000.00
Premium: $1,395.00
Register
September 15, 2021
The Flamingo Hotel
Las Vegas, NV
Travel Info
Standard: $1,000.00
Premium: $1,395.00
Register
Agenda
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

 

Accreditation
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: www.nasbaregistry.org.
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)
Travel
Hyatt Regency La Jolla at Aventine
3777 La Jolla Village Drive
La Jolla, CA, 92122
8585521234
Hotel & Room Block Info

We have a room block secured for the La Jolla weeklong event. For guest room reservations, call 800.937.8461 and reference the Federal Publications room block. Group rate is $239 + taxes/night. Click here https://www.hyatt.com/en-US/group-booking/JOLLA/G-FP21 to make your reservation. You must make your reservation by April 1, 2021. Rooms are subject to availability.

Government Per Diem

A limited number of Government per diem rate rooms have been set aside. Click here https://www.hyatt.com/en-US/group-booking/JOLLA/G-FP21/PER DIEM to make your reservation. You must make your reservation by April 1, 2021. Rooms are subject to availability.

General Information

Food & Beverage

During La Jolla Government Contracts Week, we will be serving continental breakfast, lunch and an afternoon snack each day.

The Flamingo Hotel
3555 Las Vegas Blvd S
Las Vegas, NV, 89109
7027333111
Hotel & Room Block Info

Hotel Rooms
We have a room block secured at the Flamingo Hotel for Las Vegas Week.  Visit https://book.passkey.com/go/SFFPS1 to reserve your room. Group rate is $94 + taxes + daily resort fee of $35/room/night. You must make your reservation by Friday, August 10, 2021. Rooms are subject to availability.

General Information

Food & Beverage
Continental breakfast, lunch and afternoon coffee will be served.

The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC, 29928
8886278551
Hotel & Room Block Info

We have a room block secured for the Hilton Head weeklong event. For guest room reservations, click here. Group rate is $269 + taxes, plus a Resort Charge of $17/room/night (this is reduced from the normal $28/night). You must make your reservation by July 5, 2021. Rooms are subject to availability.

Government Per Diem

Please note that we have reserved a limited number of guest rooms at the government per diem. These rooms are limited to one attendee per qualifying company. You will be required to present a valid Government ID upon check-in to confirm use of the government rate. To make a reservation, click here.

General Information

Food & Beverage
During Hilton Head Week, we will be serving continental breakfast, lunch and an afternoon snack each day.

Level
  • 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.