Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents

Too often participants in the contract negotiations process fall into the positional bargaining trap, which leads to damaged relationships, poor communication, missed opportunities, and sub-par deals.

This 90‐minute webinar introduces participants to an alternative method developed at the Harvard Project on negotiation. By using the strategic negotiation method, participants prepare better, have a better command of the negotiation process, and get deals that satisfy their interest better than alternative approaches. In short, they become more competent negotiators. This webinar will also provide an overview of the Federal Law of Contract Negotiations, bureaucratic constraints in the negotiating process, how to talk about value, price, and other interests, and how to decide whether to accept the proposed deal or pursue alternatives to an agreement.

Learning Objectives

• Acquire an introductory understanding of how to conduct negotiations using the 7 elements of strategic negotiation.
• Understand the special problems of working with government agents.
• Determine how to negotiate price based on the value to the buyer.
• Receive an overview of the Truth in Negotiations Act, the ethics requirements of the FAR, Small Business Set Asides, and other relevant Federal Laws.
• And much, much more!