Course Description

This five-day course will provide you with the basics of lease contract negotiation techniques. Course topics will include competition range determinations, development of a negotiation plan, how to properly conduct discussions with lessors, and what techniques can be used in a noncompetitive lease situation. You will learn market research and analysis, types of leases and how they are negotiated, and content and structure of the RLP package.

Learning Objectives

• Determine what needs to be prepared prior to negotiations
• Negotiate a non-competitive lease that is fair to both the government and the lessor
• Apply proper procedures for documenting negotiation results in a price negotiation memorandum (PNM)
• Facilitate competitive discussions as a form of negotiations in lease acquisitions
• Understand how to communicate assessment results
• Use negotiations in other lease types like the simplified lease model and succeeding and superseding leases
• Utilize proper negotiation techniques in lease post-award efforts

For more information, please contact businessdevelopment@bmra.com or call us at (703) 691-0868 ext. 100.