WSC 024 Advanced Negotiations

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iCatalog Home WSC 024 Advanced Negotiations
(Last Modified:17-Jun-2019)


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.
The critical performance behaviors expected to result from this workshop are:
  • Effectively reach an agreement that is beneficial or long lasting
  • Reduce timelines to reach a negotiation agreement
  • Effectively evaluate the contractor's proposal and establish reasonable negotiation objectives

    The learning objectives are:
  • Understand differences in contractors and Government goals for negotiations
  • Understand how to accomplish a robust technical evaluation
  • Understand how to develop a reasonable negotiation objective
  • Understand the process for sole-source negotiations in a defense acquisition environment
  • Understand the practice of “successful messaging” to senior leaders in a negotiation
  • Demonstrate an ability to practice the previous objectives through 3 case studies
  • 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
  • Prerequisite(s)
    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:
  • CLC 047 Contract Negotiation Techniques
  • CLC 063 Sole Source Proposal Technical Evaluations
  • CLM 005 Industry Proposals and Communication
  • WSC 023 Orientation to Negotiations.
  • Predecessor Course(s) (Acceptable as a substitute for this course until the acceptance date specified below.)
    Predecessor Predecessor Course Title PDS Code Accepted Until
    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
    ACE Recommended Credits N/A
    PDS Code  
    DAU Public (material/prework) N/A
    Continuing Education Units   0
    Continuous Learning Points  21
    Reservist Retirement Points  
    Historical Allocations Mouse Over for Past CEU/CLPs
  • 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.