On Demand: Negotiations

Upon completion of the course, learners will be able to:

• Evaluate a situation to determine if negotiations are needed.
• Identify the benefits of a negotiation team and the typical roles that comprise a negotiation team.
• Define the purpose of a Best Alternative to Negotiated Agreement (BATNA) and a Best and Final Offer (BAFO).
• Determine and prioritize the issues to be negotiated, including: Price, Schedule, Technical Requirements, Type of Contract, Terms of a Proposed Contract
• Create a “wish” list of points to negotiate/ask for.
• Create a list of both the concessions the entity is willing to make and issues which cannot be conceded.
• Draft a Best Alternative to Negotiated Agreement (BATNA).
• Conduct research on the proposer in the negotiation.
• Conduct research on the item, service, or project that will be the focus of the negotiations.
• Identify and negotiate risk within different types of contracts.
• Review the function and requirements of the NIGP Evaluation Committee Code of Conduct.
• Recognize and react to verbal or physical clues in the negotiation process.
• Update, distribute, or revise the contract based on the negotiation agreements.
• Identify the best form of contract document.
• Identify the six elements of a contract.

This offering is targeted to individuals who meet or exceed the following professional demographics:  

• Entry-level public procurement and central warehouse professionals who serve as assistants, coordinators, buyers, or equivalent functions within their respective entities.   

• Non-procurement managers and supervisors who are responsible for either the procurement function or staff who provide procurement functions under delegated authority.   

• Professionals who are employed by governing entities and special authorities (such as K-12 and higher education, publicly-owned utilities, transportation providers, and other publicly-funded or created organizations) that either serve within or manage the procurement function.  

• Suppliers or representatives of suppliers seeking to understand the public procurement function from a holistic level, including the policies, standards, and procedures by which public entities must function.