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WSC 024 Advanced Negotiations

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iCatalog Home WSC 024 Advanced Negotiations
(Last Modified:17-Jul-2024)



Attendees experience the process for conducting sole-source negotiations in a major defense systems environment, beginning with the receipt of a contractor’s proposal, through fact-finding, evaluation, and business clearance. Through several short lessons, and three major case studies, students are tasked to establish negotiation objectives and defend negotiation decisions.

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Target Attendees
  • Acquisition team members serving in defense systems acquisition mission area, routinely executing sole- source contract negotiations
  • Primarily for contracting officers, price analysts, project engineers, and program managers
  • Particularly beneficial when a multi-disciplined project team can attend together
  • Ideally suited for acquisition team members with more than 5-years of experience, who are approaching a major sole-source negotiation
If more than 5 years of experience, completing all the prerequisites is not required, but highly recommended. If less than 5 years of experience, complete at least 2 of the following before attending:
  • CON 0470 Contract Negotiation Techniques
  • CON 7150 Sole Source Technical Analysis
  • WSC 023 Orientation to Negotiations
Predecessor Course(s)
Predecessor Predecessor Course Title PDS Code Expires On
None None None None
Course Length
Typically 3 days but can be tailored from 2 to 3.5 days.
Additional Course Information
Delivery Mode Workshop
Equivalent Courses N/A
Availability All
PDS Code N/A
Walk-ins Authorized N/A
Pre-work required No
First Offering 6/17/2019
ACE Recommended Credits N/A
Continuing Education Units   0
Continuous Learning Points  21
Reservist Retirement Points  0
Historical Allocations Mouse Over for Past CEU/CLPs
Fulfillment Eligible N/A
Technical Requirements Click Here
  • Fee-For-Service arrangements may be required.
  • To inquire about or request this course for your organization, click the Apply for Course button in the upper right corner.
  • The CLPs will depend on the duration, typically 6-7 times the number of days.