Chapter 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8

Chapter 1 - Introduction To Negotiations

1.1 - Describing Negotiations 1.2 - Recognizing Possible Negotiation Outcomes And

Styles 1.3 - Describing Attitudes That Lead To Successful

Negotiations

Chapter 2 - Exchanges Prior To Negotiations

2.0 - Chapter Introduction 2.1 - Identifying Contractor Information Needed For

Proposal Analysis 2.2 - Selecting Methods For Conducting An Exchange 2.3 - Selecting And Preparing Participants For Face-

To-Face Exchanges 2.4 - Conducting Face-To-Face Exchanges 2.5 - Using Exchange Results

Chapter 3 - Negotiation Preparation

3.0 - Chapter Introduction 3.1 - Tailoring The Negotiation Team To The Situation 3.2 - Identifying Negotiation Issues And Objectives 3.3 - Identifying The Contractor's Probable Approach

To Negotiation 3.4 - Assessing Bargaining Strengths And Weaknesses 3.5 - Identifying Negotiation Priorities And Potential

Tradeoffs 3.6 - Determining An Overall Negotiation Approach 3.7 - Preparing A Negotiation Plan 3.8 - Presenting A Negotiation Plan To Management 3.9 - Preparing A Negotiation Agenda

Chapter 4 - Noncompetitive Negotiations

4.0 - Introduction

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4.1 - Recognizing The Steps of Negotiation 4.2 - Recognizing Differences Between Pre- And Post-

Award Negotiations 4.2.1 - Recognizing Special Considerations For

Equitable Adjustments 4.2.2 - Recognizing Special Considerations For

Termination Settlements 4.3 - Identifying Documentation Requirements

Chapter 5 - Nonverbal Communications

5.0 - Chapter Introduction 5.1 - Recognizing Different Forms Of Nonverbal

Communication 5.2 - Describing How Body Language Affects

Negotiations 5.3 - Describing How The Physical Environment Affects

Negotiations 5.4 - Recognizing How Personal Attributes Affect

Negotiations

Chapter 6 - Bargaining Techniques

6.1 - Rule 1: Be Prepared 6.2 - Rule 2: Aim High 6.3 - Rule 3: Give Yourself Room To Compromise 6.4 - Rule 4: Put The Pressure On The Contractor 6.5 - Rule 5: Do Not Volunteer Weaknesses 6.6 - Rule 6: Use Concessions Wisely 6.7 - Rule 7: Say It Right 6.8 - Rule 8: Satisfy Non-Price Issues 6.9 - Rule 9: Use The Power Of Patience 6.10 - Rule 10: Be Willing To Walk Away From Or Back

To Negotiations

Chapter 7 - Bargaining Tactics

7.1 - Using Win/Win Tactics 7.2 - Identifying Win/Lose Tactics And Appropriate

Countermeasures

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Chapter 8 - Conducting Discussions

8.0 - Chapter Introduction 8.1 - Recognizing The Steps For Competitive

Discussions 8.2 - Conducting A Comparative Assessment Of Final

Proposals 8.3 - Communicating Assessment Results 8.4 - Identifying Documentation Requirements

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Ch 1 - Introduction To Negotiations

1.1 - Describing Negotiations 1.2 - Recognizing Possible Negotiation Outcomes And

Styles 1.3 - Describing Attitudes That Lead To Successful

Negotiations

1.1 Describing Negotiations

Negotiation Is Part of Life (FAR 15.402). Negotiation is a part of normal everyday life. In fact, experts on the subject have said that life, itself, is just one continuous negotiation.

Still, many people feel that they are not experienced contract negotiators. Perhaps they do not realize that there are many types of contracts. Not all are complex written agreements. Most contracts are oral agreements which may or may not involve the exchange of monetary consideration.

Without realizing it, you have probably been involved in a variety of contract negotiations every day of your life. In fact, we constantly bargain with other people to fulfill both our monetary and non-monetary needs.

At work, you are probably involved in continuing negotiations with your superiors, subordinates, and coworkers concerning a variety of personal and professional issues. They may be as minor as deciding who will make the next pot of coffee or as major as the rating on your annual performance evaluation.

At home, you are probably involved in continuing negotiations with your family over a wide variety of issues. They may be as minor as the time for dinner or as major as where you will live. A child crying for a favorite toy can be a formidable negotiator.

You have likely been involved in numerous negotiations that will have a long-term affect on the course of your life, including:

o The terms of your current employment; o An automobile purchase contract or lease

agreement; or o Your home mortgage or apartment rental agreement.

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