American Management Association Seminars

The Art of Negotiating Federal Contracts
Seminar No: 07013-XNBB
CEU Credits: 1.8
Length: 3 days

Who should attend

Novice and seasoned government professionals who want to acquire negotiation strategies and tactics, including project managers, experienced contract specialists and administrators—or subcontract administrators who want to gain a foundation of contract/subcontract negotiation skills.
Note: One to two years of contract experience is recommended.

How you will benefit

• See the “big Federal picture” and learn the contracting rules to play by from start to finish
• Acquire the necessary skills to manage basic Federal-type contracts
• Know the ins and outs of FAR Part 15
• Practice personal conflict resolution skills
• Master proven techniques through “mock” negotiation exercises
• Discover your negotiation type—and how to enhance your power to influence

What you will cover

Contracting by Negotiation and FAR Part 15
• The Federal Acquisition Regulation (FAR) design blueprint
• FAR Part 15: key terms, selection process, solicitation and receipt of proposals, pre- and post-award negotiations
• Active listening in internal/external negotiation planning meetings
• Creativity in pre- and post-negotiation memoranda

Self-Portrait: Identifying Negotiation Strengths and Weaknesses
• Negotiation personality types
• Sculpting negotiation strengths and weaknesses
• The power of influencing other parties
• The five negotiation art forms

Crafting the Negotiation Skill Set
• Alignment with the client
• Negotiation skill sketching
• Mixed negotiation strategies

Conducting the Contract Negotiation Orchestra
• Contract types collage
• Federal contract negotiations
• Negotiation composition: items to negotiate
• The solicitation mosaic
• The price negotiation ballet
• Creative conflict resolution
• “Truth in Negotiations Act”

Execution of Mock Negotiations
• The negotiation play
• Negotiation play—Act 1
• Negotiation play—Act 2
• Negotiation play—Final Act

Post-Award Negotiations
• Change order process
• Subcontract negotiations
• Lessons learned: an interactive summary
• Future training focus

Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

For information about bringing a course to your site please call 919-480-2550 or email the registry at .

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** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to . Remember to specify the complete seminar number about which you are requesting information.

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After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.

Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of three or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.

AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.

New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.

AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631

San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103

AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309

Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202

If you are not paying via credit card, you will receive an invoice with payment instructions.

Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at . If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.

AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.

AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.

You can also register by emailing your registration information to us at or calling us at 919-480-2550.

For additional information and schedules call 919-847-0331.

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