Negotiating Price in a Competitive Environment

Thursday, January 18, 2018 12:00pm - 1:30pm EST  
Host: NCMA


What makes competitive negotiations different than sole source negotiations? This seminar covers what contracting and acquisition professionals need to know in performing negotiations in the source selection environment.

Key Takeaways:

  • Bargaining differences in competitive negotiations
  • The objective of competitive negotiations
  • How price is an important aspect of meaningful discussions
  • Appropriate versus inappropriate discussions in competitive negotiations (with real-world examples)
  • Buyers: Tactics to accomplish price negotiation strategies
  • Sellers: Improved appreciation of how proposed prices are handled in source selections

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