Contract Negotiation Strategies & Techniques

This event qualifies for 11 CLPs

If you need to improve or polish your negotiation skills, then this is the class for you!


This course provides participants with negotiation frameworks and methods relevant to Federal contracting and the current acquisition environment. Frameworks, methods and specific techniques are previewed and then put into practice in structured, observed and critiqued role-play scenarios. Scenarios are based on acquisition life-cycle events and circumstances such as requirements management, contract formation, discussions and negotiations, performance management and problem resolution.


The course is geared toward those involved or expected to be involved in federal contract related negotiations including Contracting Officers, Contract Specialists, Contracting Officer Representatives Program Officials, Program Managers and others.


Students are encouraged to bring examples of their own negotiation challenges for use in real-life exercises. Ample time is allowed to tailor the discussion to unique experiences and problems.


Learning Objectives:

  • Choose the right style and strategy for the situation

  • Be familiar with negotiation frameworks and pros/cons of their use

  • Understand steps to take to prepare for negotiations

  • Be familiar with a variety of negotiation techniques and best practices

  • Understand and practice in a classroom setting: Planning for a negotiation

  • Conducting exchanges prior to negotiations

  • Conducting discussions and negotiating with offerors

  • Problem resolution during contract performance

  • Documenting Negotiations


What’s Included:

  • Breakfast

  • Light refreshments

  • Course materials

Speaker and Presenter Information

Jim Hiles

Jim Hiles is an acquisition expert with more than 30 years of experience in business operations, logistics, acquisition and the FAR. Jim has been directly involved in the submission of over 400 proposals to a wide variety of commercial and government clients. He has led strategies and team formation, pricing, staffing, and competitor analyses. He has also held positions in executive roles overseeing and implementing solutions and delivering services.


Jim served in the U.S. Navy for 23 years, the last of which were spent managing the purchase of large amounts of primarily services, but also weapons systems and components. Jim has vast knowledge about the buy-sell of the government from the buy side. He has a broad base of practical experience developing, maturing and growing organizations. He is a skilled researcher, facilitator and instructor.

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Tue-Wed, Jun 16-17, 2020, 8:30am - 3:30am ET


Client Price:  $716.00
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