Recorded Webinar | December 07, 2012

Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents

Too often participants in the contract negotiations process fall into the positional bargaining trap, which leads to damaged relationships, poor communication, missed opportunities, and sub-par deals.

This 90‐minute webinar introduces participants to an alternative method developed at the Harvard Project on negotiation. By using the strategic negotiation method, participants prepare better, have a better command of the negotiation process, and get deals that satisfy their interest better than alternative approaches. In short, they become more competent negotiators. This webinar will also provide an overview of the Federal Law of Contract Negotiations, bureaucratic constraints in the negotiating process, how to talk about value, price, and other interests, and how to decide whether to accept the proposed deal or pursue alternatives to an agreement.

Learning Objectives
  • Acquire an introductory understanding of how to conduct negotiations using the 7 elements of strategic negotiation.
  • Understand the special problems of working with government agents.
  • Determine how to negotiate price based on the value to the buyer.
  • Receive an overview of the Truth in Negotiations Act, the ethics requirements of the FAR, Small Business Set Asides, and other relevant Federal Laws.
  • And much, much more!
Meet Your Presenter
Michael Palmer, President, Ethics by Design and Senior Professional with CMI Concord Group

Michael Palmer is the founder and president of Ethics by Design and a senior professional with CMI Concord Group. Since 1992, he has taught the strategic negotiation method to lawyers, consultants, accountants, and other business professionals. In addition to having written numerous articles on strategic negotiation, risk management, and business ethics, Mike is also the author of Complying with the Ethics Mandates of the Federal Acquisition Regulation, Ethics in a Professional Context, and Winning Settlements: What Litigation Attorneys Must Know to Get the Best Deals for Their Clients. Mike has served as an expert in USAID-funded economic development projects in countries with developing economies such as Jordan, Macedonia, Bosnia and Herzegovina, Azerbaijan, and Mongolia. As a practicing attorney since 1980 Mike has tried or settled a wide variety of legal disputes, including anti-trust, trademark, commercial contract, bankruptcy, and personal injury claims. Mike received his M.A. and Ph.D. degrees from the Freie Universität Berlin and his J.D. from Georgetown University.

Charles L. Barker, Co-Founder of CMI Concord Group, Inc.

Charles Barker is a co-founder of CMI Concord Group, Inc. an international collaborative negotiation and conflict management firm. Concord Group is a spin off of the Harvard Negotiation Project. For over 25 years Mr. Barker has advised, taught, coached, and mediated for business, governmental, public interest, academic, and religious organizations throughout the world. Mr. Barker’s commercial focus is on health care, procurement, financial services, and management consulting. He is a London School of Economics Visiting Professor specializing in health economics negotiations. He received his AB degree from the University of Michigan, a J.D. from New York University School of Law and postgraduate certification in negotiation through Harvard Negotiation Project at Harvard Law School.

Who Will Benefit

Prime and subcontractors, suppliers, small business representatives, procurement officers, government contracting agents, attorneys, accountants and consultants involved with negotiating a contract with a federal, state, or municipal government agency. Get ahead of the curve — register your team today!


Continuing Legal Education (CLE) Credits

CLE requirements vary by state. If you would like to receive CLE credits for this webinar please contact customer service at (202) 238-9597.

Policy on Refunds and Cancellations

Your satisfaction with this training program is guaranteed. If you encounter difficulties prior to or during a course, please contact customer service at (202) 238-9596.  If you are dissatisfied with a course for any reason, you may receive credit toward a future course or a full refund. In the event that this course is cancelled, participants are notified immediately via email and offered a full refund. If the course is rescheduled, participants have a choice of a full refund or having their registration transferred to the new date.

To order a DVD Recording of this webinar, please call 202.238.9596
DVD Recording Includes:
  • Free FedEx Shipping of your 2-DVD set
  • 90 minutes of video instruction including 15 minute Q&A
  • PDF handouts of the presentation