WSC 024

DAU Courses

iCatalog Home WSC 024 Advanced Negotiations
(Last Modified:17-Jun-2019)


Attendees experience the process for conducting sole-source negotiations in a major defense systems environment, beginning with the receipt of a contractor’s proposal, through fact-finding, evaluation, and business clearance. Through several short lessons, and three major case studies, students are tasked to establish negotiation objectives and defend negotiation decisions.
  • Understand differences in contractors and Government goals for negotiations
  • Understand how to accomplish a robust technical evaluation
  • Understand how to develop a reasonable negotiation objective
  • Understand the process for sole-source negotiations in a defense acquisition environment
  • Understand the practice of “successful messaging” to senior leaders in a negotiation
  • Demonstrate an ability to practice the previous objectives through 3 case studies
  • Target Attendees
  • Acquisition team members serving in defense systems acquisition mission area, routinely executing sole- source contract negotiations
  • Primarily for contracting officers, price analysts, project engineers, and program managers
  • Particularly beneficial when a multi-disciplined project team can attend together
  • Ideally suited for acquisition team members with more than 5-years of experience, who are approaching a major sole-source negotiation
  • Prerequisite(s)
    If more than 5 years of experience, completing all the prerequisites is not required, but highly recommended. If less than 5 years of experience, complete at least 2 of the following before attending:
  • CLC 047 Contract Negotiation Techniques
  • CLC 063 Sole Source Proposal Technical Evaluations
  • CLM 005 Industry Proposals and Communication
  • WSC 023 Orientation to Negotiations.
  • Predecessor Course(s) (Acceptable as a substitute for this course until the acceptance date specified below.)
    Predecessor Predecessor Course Title PDS Code Accepted Until
    None None None None
    Course Length
    Typically 3 days but can be tailored from 2 to 3.5 days.
    Additional Course Information
    Delivery Mode Workshop
    Equivalent Courses N/A
    ACE Recommended Credits N/A
    PDS Code  
    DAU Public (material/prework) N/A
    Continuing Education Units   0
    Continuous Learning Points  21
    Reservist Retirement Points  
    Historical Allocations Mouse Over for Past CEU/CLPs
  • Fee-For-Service arrangements may be required.
  • To inquire about or request this course for your organization, click the Apply for Course button in the upper right corner.
  • The CLPs will depend on the duration. Typically 6-7 times the number of days.