# CON 7200: Better Business Deals Course (Self-Paced)

Canonical URL: <https://www.graduateschool.edu/courses/con-7200-better-business-deals-course-self-paced>

## Overview

This course is designed to sharpen the negotiation and business acumen of experienced federal contracting professionals. Participants build on their foundational acquisition knowledge to develop sophisticated skills in pre-negotiation planning, contractor financial analysis, profit and fee negotiation, and contract terms structuring. Through an applied, scenario-driven curriculum, the course prepares participants to lead negotiations that deliver best value for the Government while maintaining full compliance with FAR Part 15 and related regulatory requirements.

Throughout the course, participants engage in three progressive negotiation simulation exercises, including a comprehensive capstone, that replicate real acquisition deal scenarios. Topics include interest-based and positional bargaining, should-cost analysis, incentive and award fee arrangements, multi-party team negotiations, and Price Negotiation Memorandum (PNM) documentation. The course also integrates ethical standards and legal boundaries into every phase of the negotiation process, ensuring participants are prepared to represent the Government with integrity, strategic effectiveness, and professional confidence.

## What you'll learn

- Apply advanced negotiation strategies and tactics to achieve best value outcomes for the Government.
- Analyze contractor financial statements and business structures to inform negotiation positions.
- Develop and execute pre-negotiation objectives and comprehensive negotiation plans.
- Apply interest-based and positional bargaining techniques in federal contracting contexts.
- Evaluate and negotiate profit and fee using the weighted guidelines method and market-informed approaches.
- Identify and counter contractor negotiation tactics and techniques.
- Structure contract terms and incentives to align contractor and Government interests.
- Apply should-cost management concepts to strengthen negotiation positions.
- Document negotiation outcomes in the Price Negotiation Memorandum.
- Integrate ethical standards and legal requirements into all aspects of the negotiation process.

## Curriculum

#### Module 1: Foundations of Effective Negotiation

- Identify the core principles that underpin effective negotiation in the federal acquisition environment.
- Distinguish between negotiation styles and recognize when each approach yields better outcomes.
- Examine the legal and regulatory framework governing negotiations under the FAR.
- Assess the unique dynamics of Government and contractor relationships as they affect negotiation strategy.

#### Module 2: Pre-Negotiation Planning

- Develop clear pre-negotiation objectives aligned with Government cost, schedule, and performance priorities.
- Establish negotiation positions, minimum acceptable positions, and target ranges.
- Analyze contractor proposals to identify strengths, weaknesses, and areas for negotiation.
- Prepare a structured negotiation plan that supports effective execution and documentation.

#### Module 3: Contractor Financial Analysis

- Identify key components of contractor financial statements and interpret their significance.
- Assess contractor financial health, risk factors, and profit drivers.
- Use financial data to inform Government negotiation positions and risk mitigation strategies.
- Recognize indicators of financial instability that may affect contractor performance.

#### Module 4: Understanding Contractor Business Structures and Cost Behavior

- Describe common contractor business structures and how they affect cost allocation.
- Analyze how indirect cost structures, overhead rates, and general and administrative expenses influence pricing.
- Identify cost drivers that offer opportunities for negotiation leverage.
- Apply knowledge of cost behavior to evaluate cost realism and reasonableness.

#### Module 5: Interest-Based Versus Positional Bargaining

- Differentiate between interest-based and positional bargaining approaches.
- Identify conditions in which each negotiation method is most appropriate.
- Apply interest-based techniques to uncover underlying contractor priorities and constraints.
- Demonstrate effective use of positional tactics when appropriate to protect Government interests.

#### Module 6: Developing Persuasive Negotiation Positions with Cost and Price Data

- Construct negotiation positions supported by cost or pricing data and market analysis.
- Apply price analysis and cost analysis techniques to substantiate Government positions.
- Use data from comparable acquisitions, market research, and independent government estimates.
- Communicate negotiation positions clearly and persuasively to achieve desired outcomes.

#### Module 7: Should-Cost Analysis as a Negotiation Tool

- Explain the purpose and application of should-cost analysis in federal contracting.
- Identify cost elements appropriate for should-cost review and challenge.
- Use should-cost findings to establish Government cost positions and negotiation targets.
- Distinguish between should-cost management and traditional cost analysis approaches.

#### Module 8: Negotiation Simulation Exercise 1 — Price and Cost Negotiation

- Apply pre-negotiation planning skills in a structured practice scenario.
- Demonstrate the use of cost and price analysis tools during simulated negotiations.
- Practice effective communication, active listening, and position management.
- Debrief simulation outcomes to identify strengths and areas for improvement.

#### Module 9: Profit and Fee Negotiation

- Apply the weighted guidelines method to develop a pre-negotiation profit objective.
- Analyze contractor risk, cost efficiency, and capital investment factors affecting profit.
- Incorporate market-informed approaches when weighted guidelines are not determinative.
- Negotiate profit and fee outcomes that reflect performance risk and Government objectives.

#### Module 10: Structuring Incentive and Award Fee Arrangements

- Identify the types of incentive and award fee contract structures available under the FAR.
- Evaluate when incentive arrangements are appropriate to align contractor and Government interests.
- Design incentive provisions that motivate contractor performance on cost, schedule, and quality.
- Assess the administrative requirements associated with managing incentive and award fee contracts.

#### Module 11: Contract Terms Negotiation

- Identify high-impact contract terms that carry significant risk and cost implications.
- Negotiate warranty provisions, intellectual property rights, and data rights allocations.
- Evaluate termination for convenience and default clauses in the context of Government risk.
- Apply strategies for negotiating other key contract terms to protect Government equities.

#### Module 12: Recognizing and Countering Contractor Negotiation Tactics

- Identify common contractor negotiation tactics used in federal contracting environments.
- Recognize psychological and procedural techniques that may disadvantage the Government.
- Apply effective counter-tactics while maintaining a professional and ethical posture.
- Develop strategies for managing impasse and keeping negotiations productive.

#### Module 13: Negotiating Contract Modifications and Equitable Adjustments

- Explain the regulatory basis for contract modifications and equitable adjustments under the FAR.
- Analyze contractor requests for equitable adjustment and identify supportable versus unsupportable elements.
- Apply negotiation techniques specific to post-award changes and modifications.
- Document modification negotiations in accordance with applicable procurement requirements.

#### Module 14: Multi-Party and Team Negotiations in Federal Contracting

- Describe the dynamics of multi-party negotiations involving technical, legal, and program stakeholders.
- Define roles and responsibilities within a Government negotiation team.
- Apply strategies for coordinating team positions and managing internal disagreements.
- Recognize how contractor team compositions may influence negotiation strategy and tactics.

#### Module 15: Negotiation Simulation Exercise 2 — Complex Deal Scenario

- Apply advanced negotiation strategies in a multi-issue, high-complexity scenario.
- Integrate cost analysis, profit negotiation, and contract terms into a cohesive negotiation approach.
- Demonstrate effective team coordination and leadership during simulated negotiations.
- Evaluate outcomes and identify trade-offs made during the negotiation process.

#### Module 16: Debrief and Lessons Learned from Simulation 2

- Analyze simulation performance against pre-negotiation objectives and planned positions.
- Identify effective techniques applied and opportunities for improvement.
- Apply lessons learned to refine individual negotiation strategies going forward.
- Discuss common negotiation pitfalls encountered in federal contracting and how to avoid them.

#### Module 17: Ethics and Legal Boundaries in Negotiation

- Identify ethical obligations and standards of conduct applicable to federal procurement negotiations.
- Recognize behaviors that constitute fraud, misrepresentation, or other legal violations.
- Apply regulatory guidance to resolve ethical dilemmas that arise during negotiation.
- Understand the consequences of ethics violations for individual contracting professionals and the Government.

#### Module 18: Documenting the Deal — Price Negotiation Memorandum Best Practices

- Explain the purpose and legal significance of the Price Negotiation Memorandum in federal contracting.
- Identify the required elements of a compliant and defensible Price Negotiation Memorandum.
- Apply documentation standards that support audit readiness, transparency, and accountability.
- Draft Price Negotiation Memorandum language that accurately reflects negotiation history, positions, and the final agreement.

#### Module 19: Capstone Negotiation Exercise — Full Deal Scenario

- Integrate all course competencies into a comprehensive, end-to-end negotiation scenario.
- Demonstrate the full pre-negotiation planning, execution, and documentation sequence.
- Apply advanced strategies for managing complex deal structures and multi-issue negotiations.
- Produce a complete negotiation record including pre-negotiation objectives and final agreement documentation.

#### Module 20: Capstone Debrief, Feedback, and Course Integration

- Evaluate capstone exercise performance against stated objectives and negotiation principles.
- Synthesize course learning into an integrated framework for professional application.
- Identify personal strengths and development areas as a federal negotiator.
- Apply course insights to improve negotiation outcomes in current acquisition roles.

## Pricing

**Tuition:** $1649