Contract Negotiations

Contract Negotiations

About the Program

Based on Gregory Garrett's publication Contract Negotiations: Skills, Tools, and Best Practices, this seminar provides a comprehensive treatment of contract negotiations, with a compelling discussion of what skills, tools, and best practices are needed to become a master contract negotiator. Attendees will learn:

  • Contract negotiation best practices in various marketplaces:
    • U.S. Federal Government contracts
    • U.S. Commercial contracts
    • Multinational and Global contracts
  • How to build a better relationship while conducting complex contract negotiations
  • What the most effective strategies, tactics, and counter-tactics are to achieving success in contract negotiations
  • How to deal with obstacles you face when planning or conducting contract negotiations
  • What the similarities and differences are between U.S. Federal Government and U.S. Commercial contract negotiations
  • How to create a successful performance-based contract

Every attendee will receive a copy of Contract Negotiations: Skills, Tools, and Best Practices and its accompanying workbook.

"There are many books written on the basics of negotiations, a few books specific to contract negotiations, but, this is the only book which thoroughly discusses the entire contract negotiation process - from beginning to end - with more than 200 best practices, from U.S. Federal Government, Commercial, and Multinational/Global business sectors." - William C. Pursh, Ph.D., CPCM - President, Pursch Associates


How to Register

View the Host Locations, then contact the registrar for the seminar date and location you wish to attend.

Course Outline

The New Performance-Based Buying & Selling Environment

  1. The World We Live In
  2. Outsourcing
  3. e-Marketplaces
  4. The New Performance-Based Supply Environment
  5. Need for Negotiation Skills

The Contract Negotiation Competencies - The Skills to Win

  1. The Contract Negotiator's Competencies Model
  2. The Skills to Win: Self-Assessment Survey
  3. Hard Skills
    • Analytical & Financial Skills
    • Computer Literacy Skills
    • Contract Management & Legal Skills
    • Products/Services/Technical Skills
  4. Soft Skills
    • Integrity & Trust Skills
    • Oral/Written/Nonverbal Communication Skills
    • Leadership Skills
    • Interpersonal Relationship Skills

The Contract Negotiation Process

  1. Contract Negotiation: A Complex Human Activity
  2. Contract Negotiation - The Art & Science of the Deal
  3. Contract Negotiation Objectives
  4. A Process Approach for Building Successful Business Relationships
    • Essential Elements
    • The Contract Negotiation Process
    • Advantages, Disadvantages, and Suitability of Various Contract Types
  5. Tools and Best Practices

Planning Contract Negotiations - People, Tools, and Best Practices

  1. Begin With the End in Mind
  2. Individual vs Team-based Contract Negotiations
  3. Information Technology Tools
  4. Problem-Solving Process
  5. The Contract Negotiations Plan
    • Strategies
    • Tactics
    • Countertactics
    • Terms and Conditions
    • Must-Haves
  6. Tools and Best Practices

Conducting Contract Negotiations - Building Relationships and Successful Outcomes

  1. When?
  2. Who?
  3. How?
  4. Where?
  5. What?
  6. Dealing With Difficult People
  7. Price Analysis
  8. Tools and Best Practices

Forming and Documenting the Right Performance-Based Contract

  1. Performance Work Statement
  2. Quality Assurance Surveillance Plan
  3. Performance-Based Metrics
  4. Contractual Incentives
  5. The Right Pricing Arrangement
  6. Tools and Best Practices

Contract Negotiation - Best Practices

  1. U.S. Federal Government Contracts
  2. U.S. Commercial Contracts
  3. Multinational/Global Contracts

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