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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.

Learning Objectives: 
After completing this course, you will be able to:

-- Negotiate teaming agreements subcontract agreements, new or contingency hires and contracts
-- Learn strategies to negotiations
-- Mitigate risks including performance, profit and reputation
-- Plan for a negotiation
-- Develop tactics to win
-- Evaluate performance 
-- Recognize traps and opportunities
-- Overcome objections

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
No upcoming dates/locations at this time
8:00 AM - 3:00 PM
La Jolla, CA and Hilton Head, SC
8:00 AM - 3:00 PM
Las Vegas September Weeklong Conference
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
    President, McKelvey Group
    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 mark...
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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:
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CPE Hours
This program is eligible for: 6.0 (CPE) hours of credit
Program Level: na
Program Prerequisite: na
Advance Preparation: na
Method: na
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: 6.0 (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.
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CLE Hours
This program is eligible for: 5.5 (60 minutes), (50 minutes)
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