Negotiating Price in a Competitive Environment


This event qualifies for 1.5 CPEs


What makes competitive negotiations different than sole source negotiations? This seminar covers what contracting and acquisition professionals need to know in performing negotiations in the source selection environment.

 

Key Takeaways:

  • Bargaining differences in competitive negotiations
  • The objective of competitive negotiations
  • How price is an important aspect of meaningful discussions
  • Appropriate versus inappropriate discussions in competitive negotiations (with real-world examples)
  • Buyers: Tactics to accomplish price negotiation strategies
  • Sellers: Improved appreciation of how proposed prices are handled in source selections

Speaker and Presenter Information

Janie Maddox 

 

 

 

 

 

 

 

 

Janie Lynn Maddox, CPCM, Fellow Lecturer, Naval Postgraduate School


Janie Maddox, Lecturer, (AF Major Retired) has 30 years of experience working in the government contract management and educational fields. In 1994, she won
National Contract Management Association’s (NCMA) prestigious Blanche Witte Award for her leadership in the development of the Contract Pricing Reference Guides referenced in the FAR as the guidance for government contract pricing.

Mrs. Maddox is currently a professor at the prestigious Naval Postgraduate School. She lectures and conducts research on federal government contract subjects, such as source selection and cost/price analysis. Her federal contract management experience is mixed between both the private and government sectors.

Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Office of the President (includes OMB), Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, SSA, NASA, Other Federal Agencies, Legislative Agencies (GAO, GPO, LOC, etc.), Judicial Branch Agencies, State Government, County Government, City Government, Municipal Government, CIA, FEMA, Office of Personnel Management, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID, National Guard Association, EEOC, Federal Government


Event Type
Webcast


This event has no exhibitor/sponsor opportunities


When
Thu, Jan 18, 2018, 12:00pm - 1:30pm ET


Website
Click here to visit event website


Organizer
National Contract Management Association


Contact Event Organizer



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