Course Summary
Credit Type:
ACE Course Number:
Organization Course Number:
9.5 days (76 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Purchasing, Negotiation, or Business Administration


The course objective is to guide discussions, exercises, integrated case studies, group presentations, and readings to resolve various situations with legal implications; apply the full range of contract pricing techniques to develop a pre-negotiation objective; develop a negotiation strategy; conduct a negotiation; evaluate whether a request for equitable adjustment is reasonable; manage contract performance in accordance with the contract; calculate final price and profit; and close out a contract.

Learning Outcomes:

  • Work as a team to resolve a complex fiscal law issue
  • For a given fact pattern, determine whether to contract without providing for full and open competition
  • For a given fact pattern, determine whether to contract without providing for full and open competition
  • For a given fact pattern and supporting market research data, evaluate a given Justification and Approval (J&A) for far subpart 6.3 compliance
  • Given a complex contract requirement, apply basic negotiation techniques applicable to government contracting in order to role-play negotiations with a contractor in a noncompetitive setting
  • For a given negotiation, develop a strategy for the negotiation scenario by conducting the necessary fact finding
  • Given an approved prenegotiation objective, teams will perform face-to-face contract negotiations with the goal of achieving a fair and equitable deal
  • Given FAR Part 42, complete a postaward orientation such that for a given contract, the contractor and the government have a complete understanding of their roles, the contract requirements, terms, and conditions and have the opportunity to identify and resolve potential or actual problems
  • For a given fact scenario, determine what alternatives are available to make a contemplated contract change if the change is not within the scope of the contract
  • For a given scenario, calculate the amount of a contractor's lost efficiency resulting from a contract change
  • Given a factual scenario, identify the applicable rules and steps for submitting and processing a contractor claim under the Contract Disputes Act
  • Given a fact-based scenario, determine when defective pricing has occurred so that appropriate corrective actions may be taken
  • For a given contract performance scenario, evaluate the government termination options and associated settlement methods and procedures available to the government
  • Given and agency requirement, determine whether a UCA should be used to mitigate contract schedule risk
  • Given and agency requirement and supporting market research data, select an appropriate contracting method
  • Given an agency requirement and supporting market research data, select a contract type and incentive structure that motivates contractor performance while mitigating contract risks
  • Identify the major elements and components of a given solicitation
  • Given a fact pattern, select the appropriate Defense Federal Acquisition Regulation Supplement (DFARS) data rights license
  • For a given scenario, evaluate a contractor's proposal using cost analysis to determine whether the price is fair and reasonable
  • Given a contractor's cost-plus-fixed-fee (CPFF) completion proposal and related government audit and technical evaluation documentation, develop a government prenegotiation objective
  • For a given previously developed prenegotiation objective, orally present the objective to a business clearance official to obtain approval to start negotiations
  • For a given contract, develop a contract administration plan
  • For a given fact scenario, determine whether a contemplated contract change can be made using the contract's Changes Clause
  • For a given fact scenario, evaluate whether a given contractor request for equitable adjustment proposal is reasonable
  • For a given fact scenario, determine whether all requirements have been met to close out a government contract
  • Investigate new issues and initiatives in Department of Defense (DOD) contracting

General Course Topics:

  • Acquisition planning/market research
  • Competition
  • Solicitations
  • Data rights
  • Cost analysis overview
  • Negotiation techniques
  • Contract financing
  • Protests
  • Contract administration
  • Remedies for noncompliance
  • Fraud
  • Contract changes
  • Equitable adjustments
  • Claims and disputes
  • Defective pricing
  • Contract terminations
  • Contractor performance
  • Price and fee adjustments
  • Contract closeout
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Discussion
  • Learner Presentations
  • Lectures

Methods of Assessment:

  • Performance Rubrics (Checklists)
  • Presentations
  • Quizzes
  • Written Papers

Minimum Passing Score:

Supplemental Materials