Techniques of Negotiating Federal Real Property Leases

Overview

Gain the skills and tactics to negotiate federal real property lease contracts successfully and lawfully to save your agency or organization time, money, and resources. You will learn to make a deal that benefits your organization through experiential exercises where you practice your new negotiation skills and receive observer feedback. This course is a higher-level leasing warrant requirement.

Who Attends

This course is designed for federal leasing specialists who have a fundamental understanding of real property leasing and lease proposal cost and price analysis, and are called upon to negotiate real property leases.

Course Level: Intermediate
CLP: 40 | CPE: 40
Duration: 5 Days

Price: $ 1839.00 Course prices shown here do not include a credit card surcharge. Payments by ACH, EFT, or check do not include the surcharge and are offered at a lower price. At checkout, you may choose a payment method that avoids the credit card surcharge.
A 3% credit card surcharge will be applied.

Course Details

FAQs Technology Requirements

For Groups

Volume Discounts (5+ Seats) Private Group Training Icon

Private Group Training

Available Dates

Guaranteed to Run are designated with a

July 6 - July 10, 2026

Class ID: 261081003

Virtual

9 AM - 5 PM EST

September 28 - October 2, 2026

Class ID: 261081004

Virtual

9 AM - 5 PM EST

December 7 - December 11, 2026

Class ID: 261081005

Virtual

9 AM - 5 PM EST

Learning Objectives

Identify key responsibilities and factors affecting negotiation success
Explain successful strategies for conducting exchanges with lessors prior to negotiations
Prepare an effective negotiation plan
Conduct negotiations in noncompetitive situations
Explain different forms of nonverbal communications and their potential impact on negotiations
Apply recommended bargaining techniques as part of a successful negotiation strategy
Successfully execute applicable bargaining tactics in negotiation situations
Appropriately conduct competitive negotiations with offerors in the competitive range
Discuss strategies and processes that may be needed as part of postaward negotiation and administration

Additional Features

Learn More

Course Activities

The final exam must be completed with a grade of 80% or higher.

Course Topics

Introduction to Negotiations

Describing Negotiation
Recognizing Possible Negotiation Outcomes and Styles
Describing Attitudes That Lead To Successful Negotiations
Exercise: Negotiation Skills—Self-Assessment
Exercise: Skills Analysis
Exercise: Negotiating for Services

Exchanges Prior to Negotiations

Identifying Offeror Information Needed for Offer Analysis
Selecting Methods For Conducting an Exchange
Selecting and Preparing Participants for Face-to-Face Exchanges
Conducting Face-to-Face Exchanges
Using Exchange Results
Establishing the Competitive Range
Exercise: Identifying Proper Clarifications
Exercise: Conducting Exchanges

Negotiation Preparation

Preparation
Tailoring the Negotiation Team to the Situation
Identifying Negotiation Issues and Objectives
Identifying the Offeror’s Probable Approach to Negotiation
Assessing Bargaining Strengths and Weaknesses
Identifying Negotiation Priorities and Potential Tradeoffs
Determining an Overall Negotiation Approach
Preparing A Negotiation Plan
Presenting the Negotiation Plan to Management
Preparing a Negotiation Agenda
Exercise: Negotiation Preparation

Noncompetitive Negotiations

Recognizing the Principal Negotiator’s Responsibilities
Types of Negotiations After Award
Identifying Documentation Requirements
Exercise: Succeeding Lease

Nonverbal Communication

Recognizing Different Forms of Nonverbal Communication
Describing How Body Language Affects Negotiations
Describing How the Physical Environment Affects Negotiations
Recognizing How Personal Attributes Affect Negotiations
Exercise: Nonverbal Communication

Bargaining Techniques

Rule 1: Be Prepared
Rule 2: Aim High
Rule 3: Give Yourself Room to Compromise
Rule 4: Put Pressure on the Offeror
Rule 5: Do Not Volunteer Weaknesses
Rule 6: Use Concessions Wisely
Rule 7: Say It Right
Rule 8: Satisfy Nonprice Issues
Rule 9: Use the Power of Patience
Rule 10: Be Willing to Walk Away from or Back to Negotiations
Exercise: Additional Space

Bargaining Tactics

Using Win/Win Tactics
Identifying Win/Lose Tactics and Appropriate Countermeasures
Exercise: What Might You Do If…
Exercise: Team Negotiations

Conducting Negotiations

Recognizing the Steps for Competitive Negotiations
Conducting a Comparative Assessment of Final Offers
Communicating Assessment Results
Identifying Documentation Requirements
Exercise: Competitive Acquisition

Postaward Negotiation and Administration

Buildout Period
Daily Administration
Alterations, Lease Modifications, and Changes
Disputes
Terminations and Repair
Exercise: Postaward Negotiation and Administration

Related Courses and Products

COURSE

Other Transaction Authority (OTA)

Explore how Other Transaction Authorities (OTAs) may be leveraged to streamline the acquisition process and can be used as an alternative to grants, cooperative agreements, and contracts. Learn what m...

Federal Real Property Leasing Refresher

Guard against your federal leasing skills diminishing over time to help ensure an optimal execution of the process. With an opportunity to review current leasing forms and procedures, you will be able...

Loading Course Details

Techniques of Negotiating Federal Real Property Leases

Overview

Who Attends

For Groups

Available Dates

Learning Objectives

Additional Features

Credits

This course is part of the following Management Concepts Certificate Programs:

Core Courses

Elective Courses

Prerequisites:

Mandatory

Suggested

Course Activities

Course Topics