Conference Sessions on Demand

Conference Sessions on Demand (CSoD) are recorded conference sessions from NCMA’s national conferences. Select CSoDs are available in audio sync-to-slide format. Materials include presentations as pdf files.

NEW!! World Congress 2013 sessions available in on demand format.

Ethics of Negotiation

Authors/Speakers:
Tom Reid, JD, CPCM, Fellow, Certified Contracting Solutions LLC

Abstract:

Negotiation is a critical skill for all contract managers, but there are many different theories on style and technique. Under any negotiation theory, the one constant should be the maintenance of your ethical standards regardless of the stakes. For example, when does “puffing” become misrepresentation? Is it ever appropriate to give intentionally false information to the other party? Is it appropriate to remain silent when you are aware that the other side has made an error of fact, or even a math error? How much latitude does an attorney have in the area of puffing? Are there different rules for non-attorneys? And is it true that “you don’t get what you deserve, you get what you negotiate?” Does that reflect on the ethics of the situation? Level of Difficulty: Basic

Topic: Contract Negotiation

Session Date: Tuesday, July 23, 2013

CPEs/CLPs Earned: 1.00

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