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3 hours
This is session 1 of 2 in the Subcontract Negotiation Workshop virtual course.

A course that will cover the techniques associated with effective subcontract negotiations under Government prime contracts. The session is extremely interactive and will include several negotiation exercises and a major mock negotiation session. 

During this session, Jeff White will engage in a discussion regarding the following topics: 
  • The Negotiation Process
  • Negotiation Techniques
  • Negotiation Counter-Techniques
  • Pre-negotiation Planning and Documentation
  • Negotiation Strategies
  • Fact finding
  • The Role of Market Research in Negotiations
  • Role of Cost and Price Analyses in the Negotiation Process
  • Documentation Requirements (Pre- and Post- Negotiation Memorandums)
  • Mock Negotiations
 
 NOTE: On-Demand Virtual Course sessions are not eligible for CLE/CPE credits.
About Our Experts
  • Jeffery White
    CEO and Founder, J.A. White & Associates
    J.A. White & Associates, LLC is a leader in Federal Contracting and Compliance delivering innovative solutions that simplify and optimize complex Procurement processes. Our services span a wide range of industries, including Defense and Aerospace, and support clients from emerging start-ups to established large businesses.
    With over 40 years of extensive experience in both the private and public sectors, White's expertise has led his firm to have an unprecedented 100% approval rate for Contractor Purchasing System Reviews and other Business System assessments.

    White has introduced two groundbreaking proprietary solutions that have assisted small and large government contractors streamline their Procurement workflow process. CPSR ProDocs, Automated Procurement Compliance and ClauseSync, Automated Clause Flowdowns.
    Leveraging a company’s existing enterprise platform, both engines automate compliance-related procurement documentation and eliminate inefficiencies of manual tasks by providing a guided, regulation-based process that ensures consistency, accuracy, and audit readiness. A company's benefits may include financial savings, mitigating company risk, and improved position for future awards.
    National Contract Management Association (NCMA), Federal Publications Seminars (FedPubs), Public Contracting Institute (PCI), Institute for Supply Management (formerly NAPM) and National Institute of Governmental Purchasing (NIGP).
    Published articles include Pricing Magazine, Contract Management, NAPM Insight, Electronic Buyer’s News, Purchasing Today, and NAPM InfoEdge.
In-House
Bring Federal Publications Seminars to your location! If you would like to offer this course in-house, please contact us.
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