BUS340
Preview: BUS340 : Contract and Purchasing Negotiation Techniques
Course Guide
Prerequisites
Course Description
Instructional Materials
Presents the theory, strategies, techniques and tactics for negotiating contracts, and principles and
practices of negotiations for procurement. Includes preparation and conduct of negotiations and
emphasizes interactions prior to/during negotiations and methods of dealing with situations under
different types of negotiations. The focus is on federal government contracting.
Required Resources
Roger Dawson. 2011. Secrets of Power Negotiating: Inside Secrets From a Master Negotiator (15th
Anniv. ed.). Career Press.
FAC-C COMPETENCY MODEL. 2014. https://www.fai.gov/sites/default/files/2014-5-7-Contracting-
Competency-Model.pdf
Acquisition.gov. Federal Acquisition Regulation - Part 15. https://www.acquisition.gov/far/part-
15#FAR_15_000
SBA.gov. Women-Owned Small Business Federal Contracting Program.
https://www.sba.gov/federal-contracting/contracting-assistance-programs/women-owned-small-
business-federal-contracting-program
Dan Lindner. 2017. A Guide to Federal Contracting. https://search-ebscohost-
com.libdatab.strayer.edu/login.aspx?direct=true&db=nlebk&AN=1612290&site=ehost-
live&scope=site&ebv=EB&ppid=pp_Cover
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Course Learning Outcomes
Weekly Course Schedule
W 1 - T D L
Learn: Read Chapters 1–6 from Secrets
of
Power
Negotiating
.
Learn: Review the Week 1 PowerPoint and Audio Script.
Learn: Watch the LinkedIn Learning video, Watch for the Flinch.
Discuss: Complete the discussion, Flinching.
W 2 - T D L
Learn: Read Chapters 7–13 in Secrets
of
Power
Negotiating.
Learn: Review the Week 2 PowerPoints and Audio Scripts.
Learn: Watch the LinkedIn Learning video, Avoid Splitting the Difference.
Learn: Review the FAC-C Competency Model and Federal Acquisition Regulation – Part 15.
Discuss: Complete the discussion, Split the Difference.
Activity: Complete the activity, Examine Negotiation Approaches.
W 3 - T D L
Outline potential negotiation approaches for a given business negotiation.
1
Develop a negotiation strategy that addresses key approaches, overcoming
objections, and negotiating gambits for a given business negotiation.
2
Evaluate the effectiveness of negotiation skills, strategies, and approaches for
business negotiations.
3
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
W 3 - T D L
Learn: Read Chapters 14–18 in Secrets
of
Power
Negotiating.
Learn: Review the Week 3 PowerPoints and Audio Scripts.
Learn: Watch the LinkedIn Learning video, Close the Deal.
Discuss: Complete the discussion, Good Guy/Bad Guy.
W 4 - T D L
Learn: Read Chapters 19–25 in
Secrets
of
Power
Negotiating
.
Learn: Review the Week 4 PowerPoints and Audio Scripts.
Learn: Watch the LinkedIn Learning video, Dealing With Contentious Tactics.
Discuss: Complete the weekly discussion, The Decoy.
Assignment: Complete the assignment, Prepare to Negotiate With a Federal Government Entity.
W 5 - T D L
Learn: Read Chapters 26–33 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 5 PowerPoint and Audio Script.
Learn: Watch the LinkedIn Learning video, Start Off Strong.
Discuss: Complete the discussion, Power Negotiator.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
W 6 - T D L W 6 - T D L
Learn: Read Chapters 34–36 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 6 PowerPoint and Audio Script.
Learn: Watch the LinkedIn Learning video, Handling Tough Negotiators.
Discuss: Complete the discussion, Trading Off.
Prepare: Begin the research for your Week 7 activity by using the instructions provided.
W 7 - T D L
Learn: Read Chapters 37–43 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 7 PowerPoint and Audio Script.
Learn: Watch the LinkedIn Learning video, Know When to Walk Away from a Deal.
Learn: Review the Women-Owned Small Business Federal Contracting Program, from SBA.gov.
Learn: Review the recommended research for competitors.
Discuss: Complete the discussion, Be Prepared to Walk Away.
Activity: Complete the activity, Negotiation Process-Part I.
W 8 - T D L
Learn: Read Chapters 44–47 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 8 PowerPoint and Audio Script.
Learn: Watch the LinkedIn Learning video, International Negotiations.
Discuss: Complete the discussion, Cultural Differences.
W 9 - T D L
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
W 9 - T D L
Learn: Read Chapters 48–52 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 9 PowerPoint.
Learn: Watch the LinkedIn Learning video, How to Say No Without Killing the Deal.
Discuss: Complete the discussion, Leaking Information.
Assignment: Complete the assignment, Negotiation Process – Part II.
W 10 - T D L
Learn: Read Chapters 53–64 in
Secrets
of
Power
Negotiating.
Learn: Review the Week 10 PowerPoints and Audio Scripts.
Learn: Watch the LinkedIn Learning video, Personal Power.
Discuss: Complete the discussion, Rewards.
W 11 - T D L
Discuss: Complete the discussion, Professional Goals.
Grading Scale
P T P % G
Discussion Participation 330 33%
A T P % G
Week 2 Activity - Examine Negotiations
Approaches
110 11%
Week 4 Assignment - Prepare to Negotiate With a
Federal Government Entity
225 22.5%
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
A T P % G
Week 7 Activity - Negotiation Process - Part 1 110 11%
Week 9 Assignment - Negotiation Process - Part II 225 22.5%
Totals 1000 100%
Final Course Grade
P P G
900 - 1000 90% - 100% A
800 - 899 80% - 89% B
700 - 799 70% - 79% C
600 - 699 60% - 69% D
0 - 599 59% and below F
Unique Course Features
Grading Scale Notation
Please consult the University Catalog and your academic advisor to determine the final grade needed
in this class to satisfy your specific degree conferral requirements.
Academic Integrity
Please be sure to review the entire Academic Integrity Policy in the Student Handbook before
submitting anything in this course. In order to enforce its Academic Integrity Policy, the University
reserves the right to review any work (draft or otherwise) or exam submitted by a student during his or
her entire academic career at Strayer.
Assignments
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
W 2 A - E N A
Summary
Click the linked activity title to access this activity.
Text
Overview
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:
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
1. Recommend at least two actions your firm should take in business negotiations.
2. Explain why each action was recommended.
3. 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.
This course requires the use of Strayer Writing Standards. For assistance and information, please
refer to the Strayer Writing Standards link in the left-hand menu of your course. Check with your
faculty for any additional instructions.
Scoring Guide
Recommend at least two actions your firm should take in business negotiations. 45 %
Unacceptable
(Below 60%)
Did not
recommend at
least two actions
your firm should
take in business
negotiations.
Needs
Improvement (60-
69%)
Identified some
actions your firm
could take in
business
negotiations but
did not offer
recommendation
s.
Satisfactory (70-
79%)
Recommended
one action your
firm should take
in business
negotiations.
Competent (80-
89%)
Recommended
at least two
actions your firm
should take in
business
negotiations, but
the
recommendation
s are incomplete.
Exemplary (90-
100%)
Recommended
at least two
actions your firm
should take in
business
negotiations.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Explain why each action was recommended. 45 %
Unacceptable
(Below 60%)
Did not explain
why each action
was
recommended.
Needs
Improvement (60-
69%)
Explained why
each action was
recommended,
but the
explanations are
incorrect.
Satisfactory (70-
79%)
Explained why
each action was
recommended,
but the
explanations are
incomplete.
Competent (80-
89%)
Explained why
each action was
recommended,
but the
explanations
lacked clarity.
Exemplary (90-
100%)
Explained why
each action was
recommended.
Use 3 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. 10 %
Unacceptable
(Below 60%)
No sources
provided.
Needs
Improvement (60-
69%)
Did not meet the
required number
of sources.
Satisfactory (70-
79%)
Met the required
number of
sources, Some
or all of the
sources are not
credible,
relevant, or
appropriate
resources. Did
not cite the
sources at least
one time in the
assignment.
Competent (80-
89%)
Met or exceeded
the required
number of
sources and all
of the sources
were credible,
relevant, and
appropriate.
Cited some but
not all of the
sources in the
assignment.
Exemplary (90-
100%)
Met or exceeded
the required
number of
sources and
cited each one in
the assignment;
all sources are
credible,
relevant, and
appropriate.
W 4 A - P N W F G E
Summary
Click the linked activity title to access this assignment.
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information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Text
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:
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information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
1. Describe the basic skills needed to negotiate effectively with expert representatives of a federal
agency.
Explain why these skills are needed.
2. 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.
3. 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.
4. 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.
This course requires the use of Strayer Writing Standards. For assistance and information, please
refer to the Strayer Writing Standards link in the left-hand menu of your course.
The specific course learning outcome associated with this assignment is:
Outline potential negotiation approaches for a given business negotiation.
Scoring Guide
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Describe the basic skills needed to negotiate effectively with expert representatives of a federal
agency. Explain why the skills are needed. 20 %
Unacceptable
(Below 60%)
Did not describe
the basic skills
needed to
negotiate
effectively with
expert
representatives
of a federal
agency. Did not
explain why the
skills are
needed.
Needs
Improvement (60-
69%)
Identified the
basic skills
needed to
negotiate
effectively with
expert
representatives
of a federal
agency but did
not describe
them. Did not
explain why the
skills are
needed.
Satisfactory (70-
79%)
Described the
basic skills
needed to
negotiate
effectively with
expert
representatives
of a federal
agency, but the
description was
incorrect.
Explained why
the skills are
needed, but the
explanation was
incorrect.
Competent (80-
89%)
Described the
basic skills
needed to
negotiate
effectively with
expert
representatives
of a federal
agency, but the
description was
incomplete.
Explained why
the skills are
needed, but the
explanation was
incomplete.
Exemplary (90-
100%)
Described the
basic skills
needed to
negotiate
effectively with
expert
representatives
of a federal
agency.
Explained why
the skills are
needed.
Discuss the importance of ethical practices in negotiating with external parties. 20 %
Unacceptable
(Below 60%)
Did not discuss
the importance of
ethical practices
in negotiating
with external
parties.
Needs
Improvement (60-
69%)
Identified some
ethical practices
in negotiating
with external
parties but did
not discuss the
importance of the
ethical practices.
Satisfactory (70-
79%)
Discussed the
importance of
ethical practices
in negotiating
with external
parties, but the
discussion is
incorrect.
Competent (80-
89%)
Discussed the
importance of
ethical practices
in negotiating
with external
parties, but the
discussion is
incomplete.
Exemplary (90-
100%)
Discussed the
importance of
ethical practices
in negotiating
with external
parties.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Compare at least two different negotiation approaches that you would use when negotiating with the
individuals mentioned in the scenario. 20 %
Unacceptable
(Below 60%)
Did not compare
at least two
different
negotiation
approaches that
you would use
when negotiating
with the
individuals
mentioned in the
scenario.
Needs
Improvement (60-
69%)
Identified one
negotiation
approaches that
you would use
when negotiating
with the
individuals
mentioned in the
scenario.
Satisfactory (70-
79%)
Identified at least
two different
negotiation
approaches that
you would use
when negotiating
with the
individuals
mentioned in the
scenario but did
not compare the
approaches.
Competent (80-
89%)
Compared at
least two
different
negotiation
approaches that
you would use
when negotiating
with the
individuals
mentioned in the
scenario, but the
comparison was
incomplete.
Exemplary (90-
100%)
Compared at
least two
different
negotiation
approaches that
you would use
when negotiating
with the
individuals
mentioned in the
scenario.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
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 needs. 25
%
Unacceptable
(Below 60%)
Did not outline a
plan using one of
the negotiation
approaches you
compared in step
3 for your
contract
negotiations. Did
not stress the
fundamental
reasons why
your firm is the
best fit to meet
the agency
needs.
Needs
Improvement (60-
69%)
Outlined a plan
using one of the
negotiations
approaches you
compared in step
3 for your
contract
negotiations, but
the plan is
incorrect. Did not
stress the
fundamental
reasons why
your firm is the
best fit to meet
the agency
needs.
Satisfactory (70-
79%)
Outlined a plan
using one of the
negotiation
approaches you
compared in step
3 for your
contract
negotiations, but
the plan is
incomplete. Did
not stress the
fundamental
reasons why
your firm is the
best fit to meet
the agency
needs.
Competent (80-
89%)
Outlined a plan
using one of the
negotiation
approaches you
compared in step
3 for your
contract
negotiations, but
the plan lacked
clarity. Stressed
the fundamental
reasons why
your firm is the
best fit to meet
the agency
needs, but the
reasons are
incomplete.
Exemplary (90-
100%)
Outlined a plan
using one of the
negotiation
approaches you
compared in step
3 for your
contract
negotiations.
Stressed the
fundamental
reasons why
your firm is the
best fit to meet
the agency
needs.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
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. 5 %
Unacceptable
(Below 60%)
No sources
provided.
Needs
Improvement (60-
69%)
Did not meet the
required number
of sources.
Satisfactory (70-
79%)
Met the required
number of
sources, Some
or all of the
sources are not
credible,
relevant, or
appropriate
resources. Did
not cite the
sources at least
one time in the
assignment.
Competent (80-
89%)
Met or exceeded
the required
number of
sources and all
of the sources
were credible,
relevant, and
appropriate.
Cited some but
not all of the
sources in the
assignment.
Exemplary (90-
100%)
Met or exceeded
the required
number of
sources and
cited each one in
the assignment;
all sources are
credible,
relevant, and
appropriate.
Clarity, writing mechanics, and formatting requirements. 10 %
Unacceptable
(Below 60%)
Serious and
persistent errors
in grammar,
spelling,
punctuation, and
formatting.
Needs
Improvement (60-
69%)
7–8 errors in
grammar,
spelling,
punctuation, and
formatting.
Satisfactory (70-
79%)
5–6 errors in
grammar,
spelling,
punctuation, and
formatting.
Competent (80-
89%)
3–4 errors in
grammar,
spelling,
punctuation, and
formatting.
Exemplary (90-
100%)
0–2 errors in
grammar,
spelling,
punctuation, and
formatting.
W 7 A - N P - P 1
Summary
Click the linked activity title to access this assignment.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Text
Overview
This week, you will start to lay the groundwork for a negotiation plan that will be finalized in the Week
9 assignment. Based on the scenario, you will identify key selling points and negotiation
approaches.
Scenario
You are the lead contract negotiator of a small women-owned company that specializes in providing
building security using retired military personnel. You have been tasked with acquiring a contract
with a medium-sized agency within the federal government who is looking to expand its small
business contracting opportunities. The length of the contract will be five years. As the lead
negotiator, you are aware of the size of the U.S. government and the strength of its negotiating
power. Your main goal during your negotiation session is to write a contract that enables your
company to make a profit on the services you are selling.
Note: You may create or make all necessary assumptions needed for the completion of this
assignment.
Preparation
Two of your main competitors are Tyco Integrated Security and United Security Incorporated.
Prepare by using the Internet and/or the Strayer University Library to research services similar to
those offered by your company using the suggested resources below or other appropriate sources.
United Security Incorporated.
Tyco Integrated Security.
Strayer University Library: Business Source Ultimate Database.
Detailed instructions about using the Business Source Ultimate database for this research are
provided in Week 6.
Instructions
Write a 1-2 page paper in which you:
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
1. Identify and examine similar services that your company's competitors offer. Develop at least two
potential selling points that your team will be able to use to overcome any objections on price or
quality of your service.
2. Describe at least two key approaches that your negotiation team should use to research the
negotiators representing the government and the government's overall operations. Provide a
rationale for the approaches.
3. Use at least two 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.
This course requires the use of Strayer Writing Standards. For assistance and information, please
refer to the Strayer Writing Standards link in the left-hand menu of your course.
The specific course learning outcome associated with this assignment is:
Develop a negotiation strategy that addresses key approaches, overcoming objections, and
negotiating gambits for a given business negotiation.
Scoring Guide
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Develop at least two selling points for your negotiating team based on research about similar services
offered by competitors. 45 %
Unacceptable
(Below 60%)
Did not develop
selling points for
your negotiating
team.
Needs
Improvement (60-
69%)
Developed fewer
than two selling
points for your
negotiating team.
Satisfactory (70-
79%)
Developed at
least two selling
points for your
negotiating team
but did not
provide
supporting
information from
research on
competitors or
the information
did not support
the selling points.
Competent (80-
89%)
Developed at
least two selling
points for your
negotiating team
but supporting
information from
research on
competitors
needs
elaboration.
Exemplary (90-
100%)
Developed at
least two selling
points for your
negotiating team
based on
research about
similar services
offered by
competitors.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Describe at least two key approaches that your negotiation team should use to research the
negotiators representing the government and the government's overall operations. Provide a rationale
for the approaches. 45 %
Unacceptable
(Below 60%)
Did not describe
one key
approach that
your negotiation
team should use
to research the
government or its
negotiators.
Needs
Improvement (60-
69%)
Described one
key approach
that your
negotiation team
should use to
research the
negotiators
representing the
government and
the governments
overall
operations. Does
not provide a
rationale for the
approaches.
Satisfactory (70-
79%)
Described two
key approaches
that your
negotiation team
should use to
research the
negotiators
representing the
government and
the government's
overall
operations. Does
not provide a
rationale for the
approaches.
Competent (80-
89%)
Described two
key approaches
that your
negotiation team
should use to
research the
negotiators
representing the
government and
the government's
overall
operations.
Provide a
rationale for the
approaches, but
the rationale
needs
elaboration.
Exemplary (90-
100%)
Described at
least two key
approaches that
your negotiation
team should use
to research the
negotiators
representing the
government and
the government's
overall
operations.
Provided a
rationale for the
approaches.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Use 2 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. 10 %
Unacceptable
(Below 60%)
No sources
provided.
Needs
Improvement (60-
69%)
Did not meet the
required number
of sources.
Satisfactory (70-
79%)
Met the required
number of
sources, Some
or all of the
sources are not
credible,
relevant, or
appropriate
resources. Did
not cite the
sources at least
one time in the
assignment.
Competent (80-
89%)
Met or exceeded
the required
number of
sources and all
of the sources
were credible,
relevant, and
appropriate.
Cited some but
not all of the
sources in the
assignment.
Exemplary (90-
100%)
Met or exceeded
the required
number of
sources and
cited each one in
the assignment;
all sources are
credible,
relevant, and
appropriate.
W 9 A - N P - P II
Summary
Click the linked activity title to access this assignment.
Text
Skill Being Assessed: Business Development.
Overview
In this assignment, you will practice your business development skill as you evaluate approaches
and develop a strategy to approach negotiations between a business and a federal government
agency. This assignment follows up on the strategies you described in the Week 7 activity.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
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Scenario
You are the lead contract negotiator of a small women-owned company that specializes in providing
building security using retired military personnel. You have been tasked with acquiring a contract
with a medium-sized agency within the federal government that is looking to expand its small
business contracting opportunities. The length of the contract will be five years. As the lead
negotiator, you are aware of the size of the U.S. government and the strength of its negotiating
power. You are also aware of the break-even point that your company would need to reach to make
a profit. Your main goal during your negotiation session is to write a contract that enables your
company to make a profit on the services you are selling.
Instructions
Write a 6–8 page paper in which you:
1. Develop at least five selling points for your negotiating team to overcome potential objections on
the price or quality of your company’s service. Develop the selling points based on research into
two of your company's main competitors: United Security Incorporated and Tyco Integrated
Security. You may continue to use the research guidance provided in Week 6.
2. Recommend the most effective approach to researching the negotiators representing the
government and the government's overall operations. Support the recommendation with an
analysis of key approaches to this research.
3. Select the negotiating gambit that you believe will be most successful. Support your selection
based on an analysis of three possible negotiating gambits.
4. Describe the essential steps that you would advise your negotiation team to take in opening the
negotiation session with the U.S. government negotiators.
5. Outline at least two reasons why it is important to write the contract resulting from negotiations
rather than allowing the other side’s team to write the contract.
6. Explain how observing and interpreting specific body language attributes during negotiations will
help your team overcome obstacles and objections in the negotiations.
7. 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.
This course requires the use of Strayer Writing Standards. For assistance and information, please
refer to the Strayer Writing Standards link in the left-hand menu of your course.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
The specific course learning outcomes associated with this assignment are:
Develop a negotiation strategy that addresses key approaches, overcoming objections, and
negotiating gambits for a given business negotiation.
Evaluate the effectiveness of negotiation skills, strategies, and approaches for business
negotiations.
Scoring Guide
Develop at least five selling points for your negotiating team to overcome potential objections on price
or quality of your company’s service, based on research into two of your company's main competitors.
15 %
Unacceptable
(Below 60%)
Did not develop
selling points for
your negotiating
team to
overcome
potential
objections on
price or quality of
your company’s
services.
Needs
Improvement (60-
69%)
Developed fewer
than five selling
points for your
negotiating team
to overcome
potential
objections on
price or quality of
your company’s
services.
Satisfactory (70-
79%)
Developed five
selling points for
your negotiating
team to
overcome
potential
objections on
price or quality of
your company’s
services. No
references to
research into two
main competitors
are provided.
Competent (80-
89%)
Developed five
selling points for
your negotiating
team to
overcome
potential
objections on
price or quality of
your company’s
service. Support
based on
research into two
main competitors
needs
elaboration.
Exemplary (90-
100%)
Developed at
least five selling
points for your
negotiating team
to overcome
potential
objections on
price or quality of
your company’s
service, based
on research into
two of your
company's main
competitors.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Recommend the most effective approach to researching the negotiators representing the government
and the government's overall operations. 10 %
Unacceptable
(Below 60%)
Did not discuss
an approach to
negotiations with
the government.
Needs
Improvement (60-
69%)
Discussed an
approach to
negotiations with
the government
without
addressing
approaches to
researching
government
negotiators or
government
operations.
Satisfactory (70-
79%)
Recommended
an approach to
researching the
government in
negotiations in
general but did
not elaborate on
government
negotiators or
other specifics.
Competent (80-
89%)
Recommended
an approach to
researching the
negotiators
representing the
government and
the government’s
overall
operations, but
the approach
needed
elaboration.
Exemplary (90-
100%)
Recommended
the most
effective
approach to
researching the
negotiators
representing the
government and
the government's
overall
operations.
Select the negotiating gambit you believe will be most successful based on your analysis of three
negotiating gambits. 15 %
Unacceptable
(Below 60%)
Did not select a
negotiation
gambit.
Needs
Improvement (60-
69%)
Selected a
negotiation
gambit but failed
to provide
adequate
support or
reasoning it will
be successful.
Satisfactory (70-
79%)
Selected the
negotiation
gambit you
believe will be
most successful.
Analysis of three
negotiation
gambits was
incorrect.
Competent (80-
89%)
Selected the
negotiation
gambit you
believe will be
most successful.
Analysis of three
negotiation
gambits needed
elaboration.
Exemplary (90-
100%)
Selected the
negotiating
gambit you
believe will be
most successful
based on your
analysis of three
negotiation
gambits.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Describe the essential steps that you would advise your negotiation team to take in opening the
negotiation session with the U.S. government negotiators. 15 %
Unacceptable
(Below 60%)
Did not list steps
that you would
advise your
negotiation team
to take in
negotiation with
the U.S.
government.
Needs
Improvement (60-
69%)
Listed steps that
you would advise
your negotiation
team to take in
negotiation with
the U.S.
government. Did
not address
these steps to
opening the
negotiations.
Satisfactory (70-
79%)
Listed steps that
you would advise
your negotiation
to take in
opening the
negotiation
session with the
U.S. government
negotiators.
Description of
the steps needed
elaboration.
Competent (80-
89%)
Described steps
that you would
advise your
negotiation team
to take in
opening the
negotiation
session with the
U.S. government
negotiators.
Some essential
steps were not
addressed.
Exemplary (90-
100%)
Described the
essential steps
that you would
advise your
negotiation team
to take in
opening the
negotiation
session with the
U.S. government
negotiators.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Outline the reasons it is important to write the contract resulting from negotiations rather than
allowing than government's negotiation team write the contract. Support the answer with two reasons
you would not want industry members to write the contract. 15 %
Unacceptable
(Below 60%)
Did not outline a
reason it is
important to write
the contract
resulting from
negotiations
rather than
allowing the
opposing side to
write the
contract.
Needs
Improvement (60-
69%)
Outlined one
reason it is
important to write
the contract
resulting from
negotiations
rather than
allowing the
opposing side to
write the
contract, but the
reason needed
elaboration.
Satisfactory (70-
79%)
Outlined one
reason it is
important to write
the contract
resulting from
negotiations
rather than
allowing the
opposing side to
write the
contract.
Competent (80-
89%)
Outlined two
reasons it is
important to write
the contract
resulting from
negotiations
rather than
allowing the
opposing side to
write the
contract.
Reasons needed
elaboration.
Exemplary (90-
100%)
Outlined at least
two reasons it is
important to write
the contract
resulting from
negotiations
rather than
allowing than
opposing side to
write the
contract.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Explain common body language attributes that your negotiation team would look for during the
negotiation process and why understanding these attributes would assist your negotiation team in
overcoming obstacles. 15 %
Unacceptable
(Below 60%)
Did not describe
common body
language
attributes.
Needs
Improvement (60-
69%)
Described
common body
language
attributes but did
not specify them
to the setting of
negotiations
and/or did not
explain how
understanding
them would
benefit a party to
negotiations.
Satisfactory (70-
79%)
Explained
common body
language
attributes that
your team would
look for during
the negotiation
process.
Explanation of
why
understanding
them would
assist the team
was missing or
incorrect.
Competent (80-
89%)
Explained
common body
language
attributes that
your negotiation
team would look
for during the
negotiation
process.
Explanation of
why
understanding
these attributes
would assist your
team in
overcoming
obstacles
needed
elaboration.
Exemplary (90-
100%)
Explained
common body
language
attributes that
your negotiation
team would look
for during the
negotiation
process and why
understanding
these attributes
would assist your
negotiation team
in overcoming
obstacles.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
Use 3 credible, relevant, and appropriate sources to support your writing. Cite each resource on your
source page at least one time in your assignment. 5 %
Unacceptable
(Below 60%)
No references
provided.
Needs
Improvement (60-
69%)
Does not meet
the required
number of
references.
Some or all of
the references
are not credible,
relevant,
appropriate, and
cited in the
assignment.
Satisfactory (70-
79%)
Meets the
required number
of references.
Some or all of
the references
are not credible,
relevant,
appropriate, and
cited in the
assignment.
Competent (80-
89%)
Meets and cites
the required
number of
references.
Some or all of
the references
are not credible,
relevant, and
appropriate.
Exemplary (90-
100%)
Meets the
required number
of references; all
references are
credible,
relevant,
appropriate, and
cited at least one
time in the
assignment.
Clarity, writing mechanics, and formatting requirements. 10 %
Unacceptable
(Below 60%)
Serious and
persistent errors
in grammar,
spelling,
punctuation, and
formatting.
Needs
Improvement (60-
69%)
7–8 errors in
grammar,
spelling,
punctuation, and
formatting.
Satisfactory (70-
79%)
5–6 errors in
grammar,
spelling,
punctuation, and
formatting.
Competent (80-
89%)
3–4 errors in
grammar,
spelling,
punctuation, and
formatting.
Exemplary (90-
100%)
0–2 errors in
grammar,
spelling,
punctuation, and
formatting.
Ⓒ 2020 Strayer University. All Rights Reserved. This document contains Strayer University Confidential and Proprietary
information and may not be copied, further distributed, or otherwise disclosed in whole or in part, without the expressed written
permission of Strayer University.
Ⓒ 2022 Strategic Education, Inc., Version 2
