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CPE, CLE Accredited
Negotiation skills are an extremely valuable trait for everyone to learn in the contracting environment. Whether you support business development, engineering, accounting, pricing, administration or legal, it is important you know how to negotiate and get to a position as a team to win the contract. Negotiations is not just a skill but a valuable asset for everyone to understand; it’s important to winning the award and to win it so as both sides have a mutual benefit and a good working relationship after the award. 

This virtual course covers the specifics of negotiating contracts and subcontract provisions, prices and claims including:
  • Teaming agreements
  • Subcontract agreements
  • New/contingent hiring
  • Terms & conditions
You will learn the when and why to negotiate as well as the basic concepts of negotiations. You will also learn what can be negotiated and the key steps to planning - so everyone understands the objectives to the negotiations. The instructor will discuss how to set up role playing and how to prepare for different scenarios during your negotiation process. You will learn some of the traps and ‘gotchas’ as well as timing and how that plays a role during the negotiations process.  

By the end of this one day program you will have a better understanding of the “why”, “the how” and the “the when” of negotiations.

Learning Objectives: 
After completing this course, you will be able to:
  • Negotiate teaming agreements subcontract agreements, new or contingency hires and contracts
  • Learn strategies to negotiations
  • Mitigate risks including performance, profit and reputation
  • Plan for a negotiation
  • Develop tactics to win
  • Evaluate performance 
  • Recognize traps and opportunities
  • Overcome objections

This live virtual course is eligible for both CLE and CPE credit.
NOTE: CPE/CLE credit for attendees are subject to participation and approval by the governing boards.

NASBA CPE ACCREDITATION INFORMATION
Learning Level: Beginner
Prerequisites: None
Field of Study: Specialized Knowledge
Delivery Method: Group Internet Based

For more information regarding administrative policies such as refunds, cancellations and complaints, please contact Federal Publications Seminars at 888.494.3696.

West Professional Development is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website:
www.nasbaregistry.org.
About Our Experts
  • Matthew McKelvey
    President, McKelvey Group
    Matthew McKelvey has over twenty-five years’ experience in Finance/Accounting, Government Contracting, Business Valuations, Process Optimization, and Training. Matt is President and CEO of The McKelvey Group and is widely respected as a subject matter expert in both commercial and Federal marketplaces. He brings his extensive experience working with large, medium, and small companies to help his clients achieve the growth objectives of their owners.

    As a consultant and CFO, he is well known for his expertise in working with organizations as they seek to create or improve their relationships with the Federal Government through price and proposal strategies, compliance, accounting, and training. In addition to direct client consulting in these areas, Matt demonstrates his comprehensive expertise through various speaking engagements and the Government contracting courses he instructs, including Cost/Price Proposal Workshops, DCAA Audit Preparation, Earned Value Management Systems, and Incurred Cost Submissions. Matt teaches his courses through several venues including training companies, conferences, and for individual clients. The McKelvey Group is a National Association of State Boards of Accountancy (NASBA) recognized Continuing Professional Education (CPE) program sponsor providing CPE credits in accordance with nationally recognized standards.
    EDUCATION

    Matt holds an MBA in Finance and Marketing and a BS in Finance. He is a Six Sigma Certified Black Belt, a member of the National Contract Management Association (NCMA), and is an Accredited Senior Appraiser with the American Society of Appraisers (ASA).

    University of Maryland - Robert H. Smith School of Business, MBA Marketing & Finance

    Penn State University, BS Finance
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