A course that will cover the techniques associated with effective subcontract negotiations under Government prime contracts. The session is extremely interactive and will include several negotiation exercises and a major mock negotiation session. 

During this session, Jeff White will engage in a discussion regarding the following topics: 

• The Negotiation Process

• Negotiation Techniques

• Negotiation Counter-Techniques

• Pre-negotiation Planning and Documentation

• Negotiation Strategies

• Fact finding

• The Role of Market Research in Negotiations

• Role of Cost and Price Analyses in the Negotiation Process

• Documentation Requirements (Pre- and Post- Negotiation Memorandums)

• Mock Negotiations