EXAMINE NEGOTIATIONS APPROACHES

The federal government can be a very lucrative client for business firms that wish to expand their customer base. This week, you will explore negotiation approaches that can help a business firm prepare to work with a federal contract officer, the official who serves as the government representative regarding sales to the federal government. 

Scenario 

 Imagine that you work for a medium-sized company that specializes in providing administrative support for legal professionals. Your company has several contracts with private sector firms in the greater Washington, D.C. area. Now, the company is considering expanding into providing the same support to small or medium-sized agencies within the federal government. 

Your manager, who is a former federal contracting officer and held a FAC-C Level III certification, has asked the team to gain a better understanding of the key competencies needed to negotiate contracts with the federal government. The manager recommended the team review the Federal Acquisition Council (FAC-C) competencies the Federal Acquisition Regulations – Part 15, and the concepts covered in the book Secrets of Power Negotiations to develop an understanding of what is involved in negotiating with the federal government. 

Instructions 

 Based on the above scenario, you will write a 1-2 page paper that includes the following: 

Recommend at least two actions your firm should take in business negotiations. Explain why each action was recommended. Use at least three sources to support your writing. Choose sources that are credible, relevant, and appropriate. Cite each source listed on your source page at least one time within your assignment. For help with research, writing, and citation, access the library or review library guides. You may use the three recommended sources as the credible sources requested for your assignment.