Project Description


In this course, you will learn and review negotiation techniques that support a best value for the government. You will learn win-win negotiation techniques, methods to counter win-lose techniques, and pre-award and post-award negotiation tactics. Many role-play and practical exercises will provide participants with the skills to apply these techniques on the job.

Learning Objectives

  • What is negotiation?
  • Negotiation Strategies that work!
  • What is the Government’s policy on price negotiations?
  • What is the Contracting Officer’s objective when negotiating price?
  • Contractor’s vs. Government’s Goals
  • What factors contribute to a successful negotiation?
  • What are “win-win negotiations?”
  • How do you utilize win-win and win/lose tactics?
  • What is Position-Based Negotiation?
  • What is Interest-Based Negotiation?

Course Details

  • Course Length3 Days
  • Continuous Learning Points (CLPs)24
  • Graded Materials Include: Case Studies, Practical Exercises, In-Class Assignments, Group Discussion and Attendance of all Instructional Hours


Course ID

EBS Workshop

Course Length

3 Days



Delivery Method

Course is available In-Person and Virtually

To request this course, email us at: