Best Negotiating Practices®
Negotiation Training for Government Professionals
With enhanced negotiation skills, you can achieve greater collaboration and buy-in to solutions that meet your stakeholders’ needs.
Government professionals in managerial and individual performer roles have to influence decision makers across agencies, in their own bureaucracy, throughout industry, and in Congress. Managing government negotiations to optimize results in this complex environment takes a nuanced and strategic approach.
Acquisition personnel face the additional challenge of dealing fairly with competing bidders and are subject to a myriad of constraints from sunshine laws, sunset provisions, fixed response deadlines, restrictive engagement protocols, procurement regulations (FAR, DFAR, TINA, many others), and shifting political and budget priorities.
From foundation to advanced skills and strategies, Watershed’s participants explore negotiation scenarios of increasing intensity and complexity, with expert coaching and peer feedback, building their skillset to influence decisions and meet mission requirements and goals in the government arena.
Learn through Engaging Exercises
 Role Plays |  Agency-Specific Brainstorming |  Agency-Specific Case Studies |  Planning Live Negotiations |
 Movie Clips |  Self-Assessments |  Recaptured Learning |  Goal Setting |
Negotiation workshops and conference sessions for government professionals are tailored to a wide variety of job functions across agency missions, such as policy and systems analysts, engineers, attorneys, administrators, program managers, COs, CORs/COTRs, mediators, auditors, scientists, regulators and many others.
Sample Learning Outcomes
Negotiating to influence | Understanding Positions vs Interests | Negotiating with confidence |
What you need to know before coming to the Negotiating Table | Anticipating your counterpart’s behavior | Getting your team ready |
Knowing when to compete, collaborate, or compromise | Presenting opening offers | Probing effectively |
Avoiding common mistakes that damage credibility and trust | Trading value as you negotiate | Getting past indecision |
Addressing stakeholder’s interests | Responding to offers | Leveraging power |
Neutralizing your counterpart’s tactics | Overcoming objections | Capturing value as you close negotiations |
Enhancing value and strengthening positions for future negotiations | and more! |
Serving the Federal Sector for More than a Decade
Watershed has served for over a decade as the negotiation curriculum for NASA’s renowned Academy of Program/Project & Engineering Leadership (APPEL).
We’re proud to support NASA and other critical missions across the federal sector, to name a few:
Why Government Agencies Choose Watershed’s Negotiation Programs
Empower your Government Professionals with Impactful Negotiation Skills
Inspiring Keynotes & Conference Sessions
Intense Workshops for all Levels
Coaching for Individuals and Team
Watershed is with You for the Long Haul
Follow-up Support & Coaching
eTools for Planning Negotiations
