As the Government uses negotiation
more and more frequently, and sealed bidding less and
less, it is important for Government personnel to negotiate
effectively. This FAI-compliant course (part of the
Principles of Contract Pricing curriculum) takes the
student through the various aspects of the negotiation
process, including the reasons for negotiation, human
characteristics that influence the negotiation process,
presentation skills, and negotiation strategies.
a combination of lecture-discussion sessions, case studies
and practical exercises, students will learn to formulate
negotiation objectives, plan and execute negotiation
strategies, and get real-time feedback on the effectiveness
of their approach.
would be a valuable course for any Government employee
who would like to develop better negotiation skills.
While the course focuses on negotiations with contractors,
the skills and techniques learned can be applied to
any situation that might require negotiation, inside
or outside the Government.
In the lower division baccalaureate degree category,
2 semester hours in Business Administration, Federal
Acquisition, Public Administration, Procurement Management,
To ensure success, we recommend that students have completed
the following courses:
Acquisition Planning I, Contract Formation I, Contract
Administration I, Price Analysis and Cost Analysis.
Upon successful completion of this course, the student
will be able to:
exchanges with offerors prior to negotiations
Determine competitive range and extent of discussions
Prepare a negotiation strategy
Conduct discussions with offerors in the competitive
Conduct negotiations in a noncompetitive situationCourse
two or more proposals, background materials for government
teams, background materials for offeror teams, the results
of exchanges, the negotiation plan, and the agenda:
-Recognize the steps for a competitive discussion.
-Conduct competitive discussions.
-Conduct a comparative assessment of final proposals.
-Develop a presentation that communicates the findings.
-Identify the use of the Price Negotiation Memorandum
(PNM) in documenting a fair and reasonable price.