L2 Federal Resources to Host Webinar, "Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents"

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This course is a must 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.

Experts will introduce participants to an alternative method developed at the Harvard Project on negotiation.

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. 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 on Contract Negotiations, bureaucratic constraints in the negotiating process, how to talk about value, price, and other interest and how to decide whether to accept the proposed deal or pursue alternatives to an argument.

The 90-minute webinar, entitled “Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents" is scheduled for Thursday, November 29, at 1:00 PM Eastern.
Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents

Addressing webinar attendees will be Michael Palmer, President of Ethics by Design and Senior Professional with CMI Concord Group, along with Charles L. Barker Co-Founder, CMI Concord Group, Inc.

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 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.

Following this presentation, there will be an interactive 10-to-15 minute question-and-answer session addressing material covered in the webinar.
Webinar tuition is based on location, not number of participants, so each registration site can have multiple participants for one low price.
To register, follow this link: Negotiating Government Contracts: An Online Workshop for Primes, Subs & Government Agents

L2 Federal Resources provides expert-led training and education for the government contracting community. The company hosts several webinars on government contracting topics every month and offers downloadable recordings of past webinars at http://www.l2federalresources.com. The company also blogs on government contracting topics at http://www.l2federalresources.com/blog. L2 is on Twitter at @L2FedResources.

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