Techniques of Negotiating Federal Real Property Leases

Management Concepts

How long?

  • 5 days
  • online, in person

Management Concepts


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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...

Who should attend

This course is designed for federal leasing specialists who have a fundamental understanding of real property leasing and lease proposal cost and price analysis, and are called upon to negotiate real property leases.

About the course

The life of a Federal Government real property lease spans 5 to 20 years, often involving millions of dollars. Negotiating a fair price and terms saves time, money, and resources. Gaining the skills and tactics to successfully and lawfully negotiate contracts is a challenge even with knowledge of the Federal real property lease process. You will learn to make a deal that benefits your organization through experiential exercises where you practice your new negotiation skills and receive observer feedback. This course is a higher-level leasing warrant requirement.

Learning Objectives

  • Conduct exchanges with lessors prior to negotiations
  • Determine the competitive range and extent of discussions
  • Prepare a negotiation plan
  • Conduct discussions with lessors in the competitive range
  • Conduct negotiations in noncompetitive situations

Course Topics

Introduction to Negotiations

  • Describing Negotiation
  • Recognizing Possible Negotiation Outcomes and Styles
  • Describing Attitudes That Lead To Successful Negotiations
  • Exercise: Negotiation Skills—Self Assessment
  • Exercise: Skills Analysis
  • Exercise: Negotiating for Services

Exchanges Prior to Negotiations

  • Identifying Offeror Information Needed For Offer Analysis
  • Selecting Methods For Conducting an Exchange
  • Selecting and Preparing Participants for Face-to-Face Exchanges
  • Conducting Face-to-Face Exchanges
  • Using Exchange Results
  • Establishing the Competitive Range
  • Exercise: Identifying Proper Communications
  • Exercise: Conducting Exchanges

Negotiation Preparation

  • Need for Preparation
  • Tailoring the Negotiation Team to the Situation
  • Identifying Negotiation Issues and Objectives
  • Identifying the Offeror’s Probable Approach to Negotiation
  • Assessing Bargaining Strengths and Weaknesses
  • Identifying Negotiation Priorities and Potential Tradeoffs
  • Determining an Overall Negotiation Approach
  • Preparing A Negotiation Plan
  • Presenting the Negotiation Plan to Management
  • Preparing A Negotiation Agenda

Noncompetitive Negotiations

  • Recognizing the Principal Negotiator’s Responsibilities
  • Types of Negotiations After Award
  • Identifying Documentation Requirements
  • Exercise: Succeeding Lease

Nonverbal Communication

  • Recognizing Different Forms of Nonverbal Communication
  • Describing How Body Language Affects Negotiations
  • Describing How The Physical Environment Affects Negotiations
  • Recognizing How Personal Attributes Affect Negotiations

Bargaining Techniques

  • Rule 1: Be Prepared
  • Rule 2: Aim High
  • Rule 3: Give Yourself Room to Compromise
  • Rule 4: Put Pressure on the Offeror
  • Rule 5: Do Not Volunteer Weaknesses
  • Rule 6: Use Concessions Wisely
  • Rule 7: Say It Right
  • Rule 8: Satisfy NonPrice Issues
  • Rule 9: Use the Power of Patience
  • Rule 10: Be Willing To Walk Away From or Back to Negotiations
  • Exercise: Additional Space

Bargaining Tactics

  • Using Win/Win Tactics
  • Identifying Win/Lose Tactics and Appropriate Countermeasures
  • Exercise: What Might You Do If…
  • Exercise: Team Negotiations

Conducting Discussions

  • Recognizing the Steps for Competitive Discussions
  • Conducting a Comparative Assessment of Final Offers
  • Communicating Assessment Results
  • Identifying Documentation Requirements
  • Exercise: Competitive Acquisition

Postaward Negotiation and Administration

  • Buildout Period
  • Daily Administration
  • Alterations, Lease Modifications, and Changes
  • Disputes
  • Terminations and Repair

Techniques of Negotiating Federal Real Property Leases at Management Concepts

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.