PRINCIPLES OF DEFENSE ACQUISITION MANAGEMENT COURSE - Defense Security Cooperation University

The ISG Schoolhouse is in full swing! Among the many courses conducted this cycle was the International Defense Acquisition Negotiations course – the final in a series of three focused on Defense Acquisition and Resource Management.  

The negotiation 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.

Upon completion of this course, participants are able to:

♦  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

Learn more about all of ISG’s Resident Course Curriculum offered in beautiful Monterey, California here.