Negotiation is not the process of giving in or mutual sacrifice in order to secure an agreement. It is a process used to find a formula which will maximize the interest of all parties to the negotiation.
Negotiation takes place in all phases of business.
The contracting and purchasing process requires a knowledge of when and how to negotiate statements of work, costs, price, and terms and conditions. This course is designed to develop the knowledge, attitude and skill required for successful negotiation. The course is presented using a mix of lecture, discussion, exercises, practice negotiation sessions, and personal and team evaluations, to provide complete understanding of both the principles and practice of negotiation, including the ability to plan a negotiation and to implement the plan with the proper strategy, tactics and techniques. J.D. Over twenty-seven years experience in the field of Government procurement. Key positions included Director of Major Subcontracts and Vice President Contracts and Administration.