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:
1. What is Negotiations? 2. The Negotiation Environment 3. Rules of Negotiations 4. Principles of Negotiation 5. Approaches to Negotiations 6. Characteristics of Successful Negotiations 7. Common Mistakes in Negotiations 8. Case Discussion
1. Principle Based Negotiations 2. Principled Negotiator 3. Developing your BATNA 4. Use of Power and Influence 5. Facts and Opinions: What to use in Negotiations 6. Effective Negotiations Skills and Talents 7. Case Study and Discussion
1. Perception 2. Behaviors and Personalities in Negotiations 3. Exercise and Discussion 4. Preparation for the Negotiations 5. Tactics and Tricks 6. Active Listening Skills
1. What is Ethical Behavior? 2. Know your Personal Value Statement 3. Exercise 4. Checkpoints for Ethical Behavior 5. Building Trust in Negotiation 6. Building your Negotiations Team
a.) Behavioral Make-up
b.) Team Member Attributes 7. Wrap up and Summary
If you need additional assistance, please get in touch with the Hyatt at 877.803.7534.
There is a room block for this location. The rate is $104/night plus taxes. To reserve your room, click here. Reservations must be made by August 11, 2025.
Please note that upon booking your reservation, your credit card will be charged a deposit equal to the first night's room and tax. To avoid forfeiture of deposit, please ensure all changes and cancellations are made at least 72 hours prior to the scheduled arrival date.
Food & Beverage Continental breakfast and lunch will be served.
