Contract Administration and Negotiation Techniques in a Supply Environment

Management Concepts

How long?

  • 12 days
  • online, in person

Management Concepts


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Who should attend

This training course is designed for contracting professionals who work, or are expecting to work, in positions requiring FAC-C or DAWIA Level II certification in contracting.

About the course

In this course, you will learn to apply legal concepts, intermediate pricing approaches, and negotiation techniques to the contracting process. You will examine a supply requirement through all of the phases of the acquisition lifecycle. You will also develop your research, analysis, and communication skills by participating in an in-depth project focusing on one area of contracting and will sharpen your negotiation skills through simulated contract negotiations.

Learning Objectives

  • Work as a team to resolve a complex fiscal law issue
  • Make an accurate commerciality determination
  • Determine whether to contract without providing for full & open competition
  • Evaluate a J&A for FAR subpart 6.3 compliance
  • Determine whether a UCA should be used to mitigate contract schedule risk
  • Select an appropriate contracting method
  • Select a contract type and incentive structure that motivates contractor performance while mitigating contract risks
  • Select an appropriate type of financing
  • Determine whether to include options in a contract
  • Identify the major elements and components of a given solicitation
  • Select an appropriate DFARS data rights license
  • Use cost analysis to evaluate a contractor’s proposal
  • Identify basic negotiation techniques recommended for negotiating government contracts
  • Establish a government pre-negotiation objective
  • Conduct fact-finding to prepare for negotiation
  • Orally present a pre-negotiation objective to a business clearance official for approval
  • Conduct face-to-face negotiations
  • Calculate the point of total assumption (PTA) for a given fixed-price incentive firm (FPIF) contract
  • Determine whether to pay a contractor’s performance-based payment request
  • Evaluate potential bases for and government defenses to a contractor protest
  • Develop a contract administration plan
  • Conduct a post-award orientation
  • Evaluate remedies for nonconforming goods
  • Determine whether fraud has occurred
  • Determine whether a change can be made using the contract’s Changes Clause
  • Determine alternatives available for making out-of-scope changes
  • Evaluate the reasonableness of a request for equitable adjustment (REA)
  • Calculate the lost efficiency resulting from a contract change
  • Conduct face-to-face negotiations to determine equitable adjustment terms
  • Identify rules and steps for submitting and processing a claim
  • Determine whether defective pricing has occurred
  • Evaluate government termination options and settlement methods and procedures
  • Evaluate contractor performance after contract completion
  • Calculate FPIF final contract price and profit
  • Determine whether a contract may be closed out
  • Research new issues and initiatives in DoD contracting

Course Topics

Day 1

  • Course Introduction
  • Biosensor Virus Detector (BSVD) Program Overview
  • Group Critical Thinking Assignment
  • Acquisition Planning Assignment
  • Acquisition Planning Overview

Day 2

  • Acquisition Planning Overview (Cont.)
  • R&D Solicitation Review
  • Data Rights
  • Pricing Refresher
  • Negotiation Overview
  • R&D Case Introduction

Day 3

  • R&D Case Work
  • R&D Issues and Objectives and Cast Work (Cont.)
  • Fact Finding
  • R&D Case Work (Cont.)

Day 4

  • R&D Case Work - Business Clearance Briefings
  • R&D Case Work - Negotiations, Outbrief, and Takeaways
  • Production Contract Review

Day 5

  • Week 1 Quiz
  • Protests
  • Request for Equitable Adjustment (REA) Case Introduction
  • GCTA - Fiscal Law and REA Case Work

Day 6

  • Group Critical Thinking Assignment - Fiscal Law
  • Contract Administration
  • Contractor Noncompliance
  • Fraud
  • Changes to the Contract

Day 7

  • Changes Assessment
  • Equitable Adjustments
  • REA Case Introduction
  • REA Case Work

Day 8

  • REA Case Work (Cont.)
  • REA Case Work - Business Clearance Briefings
  • REA Negotiations
  • REA Outbriefs and Takeaways
  • Claims and Disputes
  • Lost Efficiency Practice Problems and Cost Analysis (CA) Assessment Preparation

Day 9

  • Cost Analysis Assessment
  • Defective Pricing
  • Contract Termination
  • Contractor Perfomance
  • Calculating FPI Final Price
  • Contract Closeout
  • Questions and Quiz Preparation

Day 10

  • Hot Topics in Federal Contracting
  • Course Wrap-up and Evaluations
  • Week 2 Quiz

Contract Administration and Negotiation Techniques in a Supply Environment at Management Concepts

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