Contract Negotiation in Government
March 17-18, 2003 Arlington, VA
Develop and Sharpen Vital Negotiation Skills
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Learn Strategies, Techniques and Skills for Successful Contract Negotiation in Government
Proven Techniques for Conducting a Negotiation Session
Use Your Strengths to Your Advantage in Negotiation
Enhance Negotiation Preparation Skills
Master Non-Competitive Negotiations
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Dear Contracting Official:
The government contracting environment is constantly changing around new rules and regulations. As the government uses negotiation more frequently, and sealed bidding less, it is becoming imperative for contract personnel to have the ability to negotiate. This ability, effective negotiating, is quickly becoming one of the vitals skills a contract official must possess to be successful. Negotiation is involved with almost every level of the contracting process, from small to large items, including dealings with a myriad of different issues and settings.
To help you develop the knowledge and skills required for successful negotiations in government, you are invited to attend the Contract Negotiation in Government workshop. This training workshop, hosted by the Performance Institute, will be held on March 17-18 in Arlington, VA.
Prepare for Contract Negotiation
Thorough preparation is the most important prerequisite to effective negotiation. Neither experience, bargaining skill, nor persuasion on the part of the negotiator can compensate for the absence of preparation. This valuable training workshop will provide you with a comprehensive introduction to contract negotiation from experts in the field, an understanding of negotiations as described by FAR, and the ability to recognize the three possible negotiation outcomes and perceived negotiation styles. You will also learn how to correctly prepare for a negotiation by organizing the negotiation team and developing a negotiation plan.
Master Non-Competitive Negotiations
Non-competitive contract negotiations are exchanges that take place between the government and a single contractor. They may take place before or after contract award. The pattern of negotiations can vary significantly depending on the number, magnitude, and complexity of the issues involved, as well as the personalities of the negotiators. Learn how to master the complexities of non-competitive negotiations and identify the steps needed to for you to obtain the desired results from your contract.
Use Your Negotiation Strengths to Develop a Negotiation Strategy
Knowing the strengths you bring the negotiation table is one of he first steps in developing an effective negotiation strategy. Thoroughly evaluating your strengths and weaknesses before entering into a contract negotiation is the best way for you to avoid many of the common pitfalls that commonly hinder negotiators. See how your strengths can be used to create a negotiation strategy that will produce the contractual results that you and your agency are seeking. By attending this training workshop you can start to get what you want out of your contracts by negotiating better deals.
Join us at the 2003 Contract Negotiation Techniques Workshop and begin to get the results you want from your contracts. Space will be limited, so register today by calling 703-894-0481 or reserving your seat online. I look forward to seeing you in March!
Sincerely,
Jason L. Cooley Director, Center for Contracting and Outsourcing The Performance Institute
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Get What You Want
By Negotiating Better Deals!
Agenda:
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| In-House Training Sessions on the New A-76 Process The Performance Institute offers contract negotiation education programs, focused toward federal agencies for in-house training of staff. In-house training provides a customized, cost-efficient method to educate staff in techniques for contract negotiations, as well as to provide a forum for team building and project planning. Training is conducted by seasoned experts in negotiation and acquisition processes. Wherever possible, actual “projects” from the client agency are used during the training program—providing real life examples for agency staff. For more information on in-house training options, contact Felipe Monroig at 704-894-0481 or write to [email protected].
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The 2003 Spring Training Workshop on Contract Negotiation Techniques will be held at the Performance Institute in Arlington, VA. The Performance Institute is located just minutes from the Quality Courthouse and Virginia Suites hotels, and is only one block from the Courthouse Metro Station. The monuments in Washington, D.C. are also just minutes away.
A limited number of rooms have been reserved at the Hilton Garden Inn at a discounted rate of $142. Please contact the hotel at 703-528-4444 to make reservations. Be sure to request the Performance Institute conference rate. The Hilton Garden Inn will ensure that your experience is comfortable and enjoyable.
Hilton Garden Inn 1333 Courthouse Road Arlington, VA 22201 Tel: 703-528-4444 Fax: 703-528-4933 www.hiltongardeninn.com
The fee for attending at 2003 Spring Training Workshop on Contract Negotiation Techniques is $995.