Thompson Government Contracting

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

Thursday, September 15, 2016

Webinar Details

Subject: Federal Contracting

Prerequisites: None

Recommended Field of Study: Specialized Knowledge and Applications

Program Knowledge Level: Basic

Advanced Preparation: None

Duration: 90 minutes

Location: Your office or conference room, per telephone connection

Course Description:

When it comes to getting favorable prices, terms and protections in your government contracts, traditional negotiation methods only go so far. Now, a far more strategic approach developed at the Harvard Project on Negotiation can give you all-new command over the process and what’s in the final agreement.

Putting this powerful method to work means taking your negotiating skills to the next level by mastering seven basic strategies. Plus, it means knowing how to push the envelope on negotiations without violating the Federal Law of Contract Negotiations and bureaucratic constraints.

Here’s where to start:

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

In this 90-minute online workshop, you’ll learn how to engage in government contract talks using the Harvard Project’s seven elements of strategic negotiation. Step by step, a master of this method—Michael Palmer—will show you how to enter negotiations better prepared to arrive at government contracts that protect your best interests.

A better command of the process itself. You’ll learn strategic negotiating techniques. You’ll discover best ways for contractors to work with government agent. You’ll also understand how to navigate regulatory constraints and ethical expectations as you conduct strategic contract negotiations. Plus, you’ll have the chance to ask your own questions during the Q&A portion of the webinar.

Reserve your space now master Harvard Project strategies for negotiating more favorable government contracts. Attendees who complete the webinar will:

  • Learn how to conduct negotiations using the seven elements of strategic negotiation
  • Discover how to respond to the special problems of working with government agents
  • Determine how to negotiate prices based on the value to the buyer
  • Adapt negotiations to comply with the Truth in Negotiations Act, the ethics requirements of the FAR, small business set-asides, and other relevant federal laws

Bottom line: why settle for a contract that doesn’t represent your best interests? Learn how to apply power new strategies that make you a better negotiator—and help you hammer out better deals.

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

Who Will Benefit

This webinar is of value to anyone involved in negotiating a contract with a federal, state or municipal government agency. Attendees who will benefit most include:

  • Prime and subcontractors
  • Suppliers
  • Small business representatives
  • Procurement officers
  • Government contracting agents
  • Attorneys
  • Accountants
  • Consultants

Michael Palmer

Michael Palmer is the founder and president of Ethics by Design and Win Before Trial. Mike is the author of Complying with the Ethics Mandates of the Federal Acquisition Regulation, Ethics in a Professional Context, and Winning Settlements: What Litigation Attorneys Must Know to Get the Best Deals for Their Clients; as well as numerous articles on business ethics, strategic negotiation, and risk management. Mike has participated in variety of government-contract bids to federal and municipal agencies and has served as an expert in USAID-funded economic development projects in countries with developing economies such as Jordan, Macedonia, Bosnia and Herzegovina, Azerbaijan, and Mongolia. Mike received his M.A. and Ph.D. degrees from the Freie Universität Berlin and his J.D. from Georgetown University.
 

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