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