ART - Need For Negotation 2001

The document discusses the increasing need for negotiation skills in public procurement professionals. As the use of the request for proposal (RFP) process becomes more common, negotiation plays a key role in finalizing agreements with selected proposers. This includes negotiating specific terms and conditions, additional services, and the final cost. Negotiation is also important in non-competitive or sole source environments, where the government still has the power to negotiate despite the supplier's strong position. While negotiation may be prohibited in some situations, there are still opportunities for discussion and bartering in the procurement process. The document emphasizes the importance of strong negotiation skills for public procurement professionals and suggests participating in professional training and agency contract negotiations to improve these skills. The author, Darin Matthews, is the chief procurement officer for Metro, the regional government of Portland, Ore.