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3 hours
This is session 1 of 2 in the Subcontract Negotiation Workshop virtual course.

A course that will cover the techniques associated with effective subcontract negotiations under Government prime contracts. The session is extremely interactive and will include several negotiation exercises and a major mock negotiation session. 

During this session, Jeff White will engage in a discussion regarding the following topics: 
  • The Negotiation Process
  • Negotiation Techniques
  • Negotiation Counter-Techniques
  • Pre-negotiation Planning and Documentation
  • Negotiation Strategies
  • Fact finding
  • The Role of Market Research in Negotiations
  • Role of Cost and Price Analyses in the Negotiation Process
  • Documentation Requirements (Pre- and Post- Negotiation Memorandums)
  • Mock Negotiations

 NOTE: On-Demand Virtual Course sessions are not eligible for CLE/CPE credits.
About Our Experts
  • Jeffery White
    CEO and Founder, J.A. White & Associates
    Jeffery White is Founder and CEO of J.A. White & Associates Inc. A leading industry firm in Federal Contracting and Compliance consulting offering a tailored line of advisory services to clients.

    With over 38 years of experience in both the private and public sectors, White's expertise has led his firm to have an unprecedented 100% approval rate of Contractor Purchasing System Reviews (CPSR) and other Business System assessments.

    The design of document automation, CPSR ProDocs, was spearheaded by visionary, Jeffery White. Used by small and large government contractors, the software streamlines the Procurement workflow process by leveraging a company’s existing enterprise platform and automates compliance-related Procurement file documentation. A company's benefits may include cost savings, 100% accuracy, increased CPSR success, error reduction and lead time reduction. White’s clients currently include government agencies, prime contractors, and subcontractors across the United States, Europe, and the Middle East.

    White is a noted U.S. and International speaker for the Institute for Supply Management (formerly NAPM), the National Institute of Governmental Purchasing (NIGP), the National Contract Management Association (NCMA), and other Procurement organizations.
In-House
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