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Negotiating Price in a Competitive Environment

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

Abstract:

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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