International Defense Acquisition Negotiations

May 2, 2024

Congratulations to the latest cohort of International Defense Acquisition Resource Management (IDARM) "International Defense Acquisition Negotiations" graduates. This course focuses on planning for and negotiating complex issues related to international defense contracts. Particular emphasis is placed on the strategies, techniques, and characteristics of good negotiators. 

Participants examine the protocols, processes, and challenges inherent in the contract negotiation process. Course content supports participants to both develop an understanding of opportunities to negotiate, and of situations that have non-negotiable elements. Participants examine their natural negotiating tendencies and how and when to adapt their negotiation styles given the behavior and goals of parties involved. They also take part in extensive negotiations designed to apply the concepts discussed in real world scenarios.

Objectives include:
♦ Examine analytical techniques and fact-finding methodologies as aids in developing a negotiating position and best alternatives to a negotiating position. 
♦ Apply various negotiation strategies and tactics and understand their situational uses. 
♦ Demonstrate an understanding of considerations during international and cross-cultural negotiations. 
♦ Employ structured approaches to planning, conducting, and concluding contract negotiation agreements.

This course can be taken as a stand alone course or part of the broader IDARM Defense Acquisition Management six week resident course pipeline. The next resident course iterations are scheduled 12-21 August 2024 and 24 February - 7 March 2025. To learn more about courses offered through the Institute for Security Governance, click here to visit the SCHOOLHOUSE INFORMATION HUB.

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