Negotiation Skills Workshop

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 Length – 3 Days or 5 Days
• Continuous Learning Points (CLPs) – 24 or 40
• Graded Materials Include: Case Studies, Practical Exercises, In-Class Assignments, Group Discussion and Attendance of all Instructional Hours
• SCC offers this course virtually through the following: Adobe Connect, Microsoft Teams, Zoom for Government, and Google Meets.