Critical behaviors in federal government GPS navigation system contract negotiation

Federal Government Contracting Process of G.P.S. Navigation System

Negotiation is the process by which two parties communicate their viewpoints and objectives to reach a satisfactory mutual agreement. In a federal contract, negotiation is the process of arriving at a settlement between buyers and sellers.(Tai, 2007). The major goal of the federal government contracting officer is to secure the best price for the contract to save the government money as much as possible. The case study reveals that our company is the only maker of the G.P.S Navigation System and the product has been in numerous battle and actual war in the past few years. Despite being the only company making the GPS, it is still essential to demonstrate the critical behaviors during the negotiation process.

The objective of this project is to discuss the critical behaviors that we will be mindful during the negotiation process.

Critical Behaviors to be Mindful during the Negotiation

The mutual trust is the first critical behaviors that the we must demonstrate during the negotiation process. Although, we have been successful in the past by supplying the products that work and satisfy the federal government needs, nevertheless our aim is to demonstrate the mutual trust that we will continue to supply the needed product. In the negotiation process, it is critical to convincing the contracting officer that the negotiator is dependable and they will deliver what they promise to deliver. In this wise, we will demonstrate the mutual trust by convincing the contracting officer that we will continue to supply the quality product as before to build our credibility.

Moreover, our goal is not to create some doubt in the mind of the contracting officer about the authenticity of our product, we will need to convince the contracting officer that our product will continue to satisfy the government needs. More important, we will need to create positive relationships with the contracting officer because a positive relationship is a critical method to convince them that our product is genuine.

Fundamental Differences between Negotiating Contract with the Federal Government and Personal Negotiation to Purchasing a new Car or Home

A company intends to procure a contract from the federal government needs to understand that there is a difference between the purchasing practice with the federal government and purchasing a car or home from a car dealer or mortgage seller. The governments are covered with certain rights, however a person intends to purchase a car or home does not have the same rights. The UCC (Uniform Commercial Code) governs the purchasing rights of the commercial enterprises, however, the FAR (Federal Acquisition Regulation) governs the procure decision of the federal government. The government makes their procurement decision based on the transparency to provide the good values for the taxpayers. While the goal of doing business with the federal government and commercial enterprises selling cars or homes is to achieve win-to-win achievement, nevertheless, the government can make changes in the contract details even during the course of carrying out the contract. However, when purchasing a car or home, the supplier has no right to change the contract provisions. If there is a need for a change in a contract provision with the commercial enterprise, there will be a need to reach a mutual agreement. (United Nation, 2012).

Moreover, the federal government has the right to audit the contractor\'s performance in the course of delivery the contract. Thus, the contract will be ready to produce some records if the government demands for that record, however, the contractor is not open to auditing with reference to the procurement of a car or house. Before a contractor can secure a contract from the federal government, they must have a DUN number, which should be secured from \"the Dun & Bradstreet website.\" (Duns & Bradstreet, 2017 p 1). This step usually takes between one or two business days before the registration is completed. Moreover, the organization must register with SAM (System Award Management). A registration with SAM allows a contractor to receive electronic payments from the federal government. It may take up four weeks to complete the registration of this process. While this of procuring the contract with federal government take several days to complete, an individual wishing to purchase a home or car can complete the buying process in less than an hour.

Moreover, the federal government has their performance rating system where the contractor performances are issued after the contract is completed, however, the feedback of the car or home purchased can be supplied by the customer to demonstrate their satisfaction of the product received.

Critical Skills Critical in Negotiating a Contract With the federal government

Effective communication is the major skill to have to win a contract from the federal government. We will need to maintain effective communication with the contracting officer because the essence of communication is to transmit our position. We will develop the listening skill, and communication skills to develop an image of someone being credible, trustworthy, reliable and principled.