This is session 1 of 2 in the Behavioral Aspects of Government Contract Negotiations virtual course.

This course is geared to be focused for those involved in contract negotiations of any kind at any level. Attendees include: Proposals Managers, Contract Administrators, Financial Analysts, Cost and Pricing Specialists, Engineering leads, Directors, Business Development or anyone wanting to learn more about the tactics and strategies of contract negotiations.

This course will focus upon the concepts, theories, and principles of negotiations as they apply to government contracting. Emphasis will be on what negotiation is, what determines the negotiator's behavior, the different structures within which negotiations takes place, and how a negotiator can raise his/her outcomes. The course includes negotiation maneuvers, tactics, and strategies.

Learning Objectives:
The course will contrast traditional negotiations with criteria to create a win-win negotiation. Participants attending this course will:

• Develop an understanding of the negotiation process and analyze how and when negotiation should be used.
• Examine the merits of effective negotiations and the behavioral aspects in negotiations.
• Identify the skills and traits in successful negotiators and develop criteria for evaluating negotiation competencies.
• Compare and contrast negotiation strategies and tactics.
• Assess personality traits and their effectiveness in the negotiation process.
• Apply of human behavior theories, maneuvering techniques, and negotiation principles in the planning of tactics and strategies to a business scenario.
• Understand and utilize techniques for sharpening negotiating skill