GMU CPE – Negotiation Strategies and Techniques

(December 1-4, 2025)

This course is divided into two parts. The first part is designed to provide attendees with a thorough understanding of the qualities of an effective negotiator, with examples rooted in the government contracting process. The second part focuses on the negotiation process itself—the preparation stage, the actual negotiation, and the techniques for ensuring that the deal is closed once and closed correctly. Class discussion and case studies underscore the importance of the principles covered in the lecture.

Instructor: Tom Reid