# Presentation: 502681

## Effective Negotiation Refresher

**Effective Negotiation Refresher**

**August**** ****2008**
**Exhibit 1**

**Notes:**
Melissa/Jackie
   After review of this latest version, I think it would be better to have three short Power Point Presentations packages.
 USDA’s Mentoring Program
Effective Negotiation Skills
Effective Performance and Use of Performance Metrics

Also, the heading is dark blue.  When you print it out you cannot see the heading.  Recommend we change the color so that when employees print out the presentation, they can see the heading.

## Successful Contract Negotiation 

- Successful Contract Negotiation

- 	Success in contract negotiation is when the Government and the vendor reach an agreement that they are both fully committed to implement.

- Having the right knowledge, skills, and abilities (KSAs) are crucial to achieving success
- Obtaining those KSAs is the first step towards becoming an effective negotiator
- Practicing those skills and abilities makes them stronger

## Knowledge Required for Effective Negotiations

- To be an effective negotiator, you will need to know:
- The importance of negotiations in Government contracting
- The importance of protecting proprietary information during discussions
- Basic principles for trade off decisions
- Win-win and win-lose negotiation tactics
- The procurement tasks associated with contract negotiations
- How to choose the right members for the negotiation team

## Skills of an Effective Negotiator

- Good negotiators can:
- Lead the Government’s negotiation team
- Control a meeting to resolve complex issues
- Comprehend complex proposals, updates, and revisions
- Apply appropriate negotiation tactics given the situation
- Handle difficult people
- Maintain a positive outlook and display a professional image
- Think outside the box
- Maintain the honesty and integrity of the acquisition process

## Key Abilities to Effectively Negotiate

- Strong negotiators have perfected the ability to:
- Lead the Government’s negotiation team to obtain the best value
- Implement the negotiation strategy yet remain flexible enough to ensure the negotiation objectives are met
- Analyze problems and related facts to identify alternatives for resolution
- Communicate your ideas clearly and effectively
- Be innovative when necessary
- Make sound business decisions
- Consider negotiation tradeoffs for both the vendor and Government
- Display a professional demeanor
- Calmly and effectively deal with high stress situations

## Contract Negotiation Tasks

- Select a negotiation team that best meets the acquisition situation
- Determine team strategies and tactics to deliver the best approach throughout the negotiation process
- Finalize a negotiation plan with the support and input from team members and determine team members’ roles
- Brief and present the negotiation plan to upper management for their feedback
- Once approved by management, prepare an agenda
- Set the date, time and location of the negotiation
- Conduct the negotiation
- Close the negotiation when an agreement is reached
- Develop the price negotiation memorandum (PNM)

**Notes:**
This page seems a bit formal.  Remove the word Competencies in the heading.  This is not a presentation, but more of a  handout. Make it more conversational. 

Suggestion:  Make the first heading like “ Attributes of a Good Negotiation Strategy.”   In lieu of saying TAILOR THE NEGOTIATION say what that means (e.g. Depending on the complexity of the solicitation, select negotiation team experts that best meet your acquisition situation).

THIS IS A NEGOTIATION SLIDE

## The Bad, Better, and Best Negotiators

- Poor negotiators leave participants hoping  they never see you again.
- Good negotiators make their points clearly understood by other parties.
- Highly experienced negotiators make understanding others their top priority.

## Remember...

- Good Listening Skills Makes a Difference
- Be in the moment; listen to what is being said.
- Maintain a supportive climate so that participants feel free to express themselves.
- Try to achieve agreement.  Avoid trying to win arguments.
- Show that you are listening by asking questions.
- Empathize. It helps you to be patient and to remain calm.