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

Course Outline

The New Performance-Based Buying & Selling Environment

The World We Live In
Outsourcing
e-Marketplaces
The New Performance-Based Supply Environment
Need for Negotiation Skills

The Contract Negotiation Competencies - The Skills to Win

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

The Contract Negotiation Process

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

Planning Contract Negotiations - People, Tools, and Best Practices

Begin With the End in Mind
Individual vs Team-based Contract Negotiations
Information Technology Tools
Problem-Solving Process
The Contract Negotiations Plan
- Strategies
- Tactics
- Countertactics
- Terms and Conditions
- Must-Haves
Tools and Best Practices

Conducting Contract Negotiations - Building Relationships and Successful Outcomes

When?
Who?
How?
Where?
What?
Dealing With Difficult People
Price Analysis
Tools and Best Practices

Forming and Documenting the Right Performance-Based Contract

Performance Work Statement
Quality Assurance Surveillance Plan
Performance-Based Metrics
Contractual Incentives
The Right Pricing Arrangement
Tools and Best Practices

Contract Negotiation - Best Practices

U.S. Federal Government Contracts
U.S. Commercial Contracts
Multinational/Global Contracts

If you have any questions for Education, please email us at learningcenter@ncmahq.org.