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Week 4 Assignment - Prepare to Negotiate With a Federal Government Entity

Skill Being Assessed: Business Development.

Overview

In Week 2 you reviewed the Federal Acquisition Council (FAC-C) competencies, the Federal Acquisition Regulations (FAR) 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. This week you will practice your business development skill by applying what you learned from that activity and instructor feedback as you prepare negotiation approaches.

Scenario

Your firm has decided to venture into the market and compete with other firms to provide administrative support to small and medium-sized federal agencies. After several attempts to win a contract, you have been notified that your firm made the final list of companies eligible to be awarded a five-year contract with XYZ agency of the Department of QRS.

Preparation is the necessary first step when entering into business negotiations. You and your team will prepare the firm’s owner for the company’s first venture into negotiating with the federal government.

NOTE: You have learned that the contracting officer holds a FAC-C Level III certification, and the program official is a regionally known legal expert.

Instructions

Write a 4-6 page paper that includes the following:

1. Describe the basic skills needed to negotiate effectively with expert representatives of a federal agency. 

. Explain why these skills are needed.

· Discuss the importance of ethical practices in negotiating with external parties. 

. Compare at least two different negotiation approaches that you would use when negotiating with the individuals mentioned in the scenario.

· Outline a plan using one of the negotiation approaches you compared in Step 3 for your contract negotiations. 

. Stress the fundamental reasons why your firm is the best fit to meet the agency's needs.

· Use at least three credible, relevant, and appropriate resources to support your writing. 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.