Spring Semester 2019

January 07 – May 3, 2019



Contract Negotiations and Incentive Contracts

Monday Evenings 4:30 – 7:30 PM

Office Hours:  Right after class and by appointment as needed

Professor: Paul Adams Willard II

Phone:   (540) 793-0153

E-mail: pwillard@fit.edu

Course Text:  Essentials of Negotiation (Sixth Edition, 2016), by Roy J. Lewicki, Bruce Barry, and David M. Saunders. ISBN 13: 9780077862466. Handouts and supplemental readings as deemed appropriate.  Suggested readings include Federal Acquisition Regulation, Defense Federal Acquisition Regulation Supplement, and Defense Contract Management Administration Guidebook.  Suggested readings are Never Split the Difference by Chris Voss and Getting to Yes by William Ury.


  1. NEGOTIATION, 7th Edition, Lewicki, Barry, Saunders and Minton, 2014, McGraw Hill (TEXTBOOK) ISBN 13: 978-0-07-8029448.


  1. NEGOTIATION: READINGS, EXERCISES & CASES, 6th Edition, Lewicki, Barry, and Saunders, 2010, McGraw Hill (TEXTBOOK) ISBN 13: 978-0-07-353031-4.


  1. Contract Pricing Review Guide (CPRG) Volume IV – Advanced Issues in Contracting Pricing (AICP) Contract Pricing Review Guide (CPRG) Volume V – Federal Contracting Negotiation Techniques Selected chapters (ONLINE). 


The Contract Pricing Reference Guides are a set of five reference volumes that were developed jointly by the Federal Acquisition Institute (FAI)  and the Air Force Institute of Technology (AFIT).  The Office of the Deputy Director of Defense Procurement for Cost, Pricing, and Finance (DP/CPF) now maintains the guides.


CPRG’s can be found ONLINE at: https://acc.dau.mil/CommunityBrowser.aspx?id=406579&lang=en-US


Course Description: MGT 5218 (3 credits) Explores, analyzes, and discusses negotiation concepts and techniques, and places them into practice using mock negotiations.  Examines all types of contracts.  Recommended:   Background knowledge equivalent to MGT 5211 Procurement and Contract Management.    

Instructional Method:  Class lectures, discussions, and readings. Practical exercises (mock negotiations) will be done in class. Note taking and attendance will aid to improve your grade.

Course Requirements: Reading assignments, attend lectures, class participation & mock negotiations.

Exams:  Three exams required. Exams must be made up within 10 working days for credit.

Course Objectives:

  1. To display the skills to research government regulations for negotiations in relation to contract(s) and contract types.
  2. To articulate and demonstrate different concepts and methods for negotiations as they apply to government contracts and personal life.
  3. To identify the other parties’ negotiation techniques when participating in a negotiation.
  4. To demonstrate the understanding and regulations of incentive type contracts in negotiations.

Paper:  None

Practical Exercises:  Mock Negotiations

Grade Method:

10% = Class Participation & Attendance                        

30% = Chapters 1, 2, 3, & 4 and Fixed-Price Contract types Exam                      

30% = Chapters 5, 6, 7, & 8 and Cost Contract types Exam       

30% = Chapters 9, 10, 11, & 12 and Incentive Contract types Exam                                

Grading Scale:

A = 90-100; B = 80-89; C = 70-79; D = 60-69; F = below 60

Administration: If it is necessary to miss a class, notify professor in advance via text or email. If absence is on an exam night, notification in advance is required. All make-up exams will be scheduled with the professor.  Failure to complete all course materials and requirements by the end of the term will result in a grade of “F” Failure.

Concerns:  Any questions or problems not resolved or addressed in class, please contact professor directly.

Class Policy:  Any FAR and DFARS references will be from the most current edition. Use the following website links,

FAR: https://www.acquisition.gov/far/; http://farsite.hill.af.mil/

DFAR: http://farsite.hill.af.mil/VFDFAR1.HTM

All students will arrive to class on time with assignments read and a professional manner  

The practical exercises (mock negotiations) require reading the contract/case provided then forming an “argument/defense” for your team’s negotiating position. Each student will participate in practical exercises in class once for each side (one Government and one Contractor), practical exercise will require:

Government Team = Contracting Officer (KO) and Contract Specialists.

Contractor’s Team = Authorized Individual with authority to bind the contractor and representatives.

General Information

GRADING POLICYGrades will be administered in accordance with College of Business and University policies and practices.  Letter grades will be earned based on total number of points attained, according to the following schedule:


LATE ASSIGNMENTS:  Assignments received late will be downgraded one letter grade for each week late without prior arrangement with instructor.  Missed exams must be made up within one week of the scheduled exam date and coordinated the instructor.



  1. The following conditions are FIT’s minimum level of effort required to qualify for an

“A” grade in this class:

  1. Attend and actively participate in a minimum of twelve (12) class sessions.
  2. Actively participate as a team member in team project activities.
  3. Complete all project homework assignments.
  4. Successfully complete all quizzes that may be given.
  5. Successfully complete the midterm and final exams as given.

Note: Meeting minimum requirements is not to be construed as having fulfilled an “A” grade level effort and results.


  1. To pass this course, you need to:
  2. Attend and actively participate in a minimum of ten (10) class sessions.
  3. Achieve a minimum grade of 40% in all quizzes when given.
  4. Satisfactorily participate as a team member in team project activities.
  5. Satisfactorily complete exams and all homework assignments in a timely manner.






Week #







1 & 2

1-The Nature of the Negotiation & Strategy and 2-Tactics of Distributive Bargaining

14 JAN


3 & 4

3-Strategy and Tactics of Integrative Negotiations & 4-Negotiation: Strategy and Planning.  Pre-planning for Mock Negotiations - Fixed Price Type

21 JAN


No class

No class – Federal Holiday

28 JAN



Mock Negotiations - Fixed Price Type; Exam Chapters 1, 2, 3, & 4 with Fixed-Price Contract Type



5 & 6

5-Ethics & 6-Perception, Cognition, and Emotion 

11 FEB


7& 8

 7-Communications and Contract Types including Incentive Type contracts and 8-Finding and Using Negotiation Power

18 FEB



Exam on Chapters 5, 6, 7, & 8 with Cost Contract Type

25 FEB



9- Relationships in Negotiations



SPRING BREAK – No class this week

11 MAR



10-Multiple Parties and Teams;

18 MAR



11-International and Cross-Cultural Negotiations

25 MAR



12- Best Practices in Negotiations with Incentive Contract Type




Mock Negotiations – Cost Type




 9- Relationships in Negotiations

15 APR



10-Multiple Parties and Teams

22 APR



Mock Negotiations – Incentive Type

29 APR



Exam on Chapters 9, 10, 11 & 12






ADMINSTRATION:  If it is necessary to miss a class on an exam night advance notice is required

CONCERNS:  Any questions or problems not resolved or addressed in class, please contact me.

General Information

Last updated: March 20, 2017

Academic Policies

Academic Honesty:    Please see the official Student Handbook.

Academic honesty is highly valued in Florida Tech's online courses. The student must always submit work that represents original words or ideas. If any words or ideas are used that do not represent those original words or ideas, the student must cite all relevant sources and provide a clear definition of the extent to which such sources were used.

Words or ideas that require citation include, but are not limited to all hard copy or electronic publications, whether copyrighted or not, and all verbal or visual communication when the content of such communication clearly originates from an identifiable source. In the Florida Tech online course, all submissions to any public meeting, bulletin board or private mailbox fall within the scope of words and ideas that require citations if used by someone other than the original author.

Academic dishonesty in an online learning environment could involve:

Any of these practices could result in charges of academic dishonesty.

Please see the University's policy on academic dishonesty, cheating and plagiarism.


We are all bound by confidentiality in this class. In order to assure that we can have a free and open discussion, it is expected that each student will respect the confidentiality of any materials or information that classmates are willing to share.

Incomplete Grade Information

An I is given for incomplete work that has occurred because of circumstances beyond the student's control. It indicates that the work of the student in the course is qualitatively satisfactory and that there is reasonable expectancy that completion of the remaining work would result in a passing grade. The instructor will furnish the head of the department with a statement of the work to be completed. The student must complete the work at the earliest possible time, but prior to the end of the sixth week of the following semester unless an earlier deadline is established at the time the I is recorded and the student is notified of this fact. A waiver of the six-week limitation requires special written permission of the cognizant dean. The I will automatically become an F at the beginning of the seventh week unless an approved waiver has been filed with the Office of the Registrar.

Withdrawal Policy

The deadline to drop a course with a grade of W is at the end of the tenth week of classes. Please consult the academic calendar for the exact date for your course. Refer to the university's Web site for the complete Drop/Withdrawal Policy.

Academic Accommodations:

 Florida Tech is committed to equal opportunity for persons with disabilities in the participation of activities operated/sponsored by the university. Therefore, students with documented disabilities are entitled to reasonable educational accommodations. The Office of Disability Services (ODS) supports students by assisting with accommodations, providing recommended interventions, and engaging in case management services. It is the student's responsibility to make a request to ODS before any accommodations can be approved/implemented. Also, students with approved accommodations are encouraged to speak with the course instructor to discuss any arrangements and/or concerns relating to their accommodations for the class. Office of Disability Services (ODS): Telephone: 321-674-8285 / disabilityservices@fit.edu /    www.fit.edu/disability

What is Title IX? 

Title IX of the Educational Amendments Act of 1972 is the federal law prohibiting discrimination based on sex under any education program and/or activity operated by an institution receiving and/or benefiting from federal financial assistance. Behaviors that can be considered “sexual discrimination” include sexual assault, sexual harassment, stalking, relationship abuse (dating violence and domestic violence), sexual misconduct, and gender discrimination. You are encouraged to report these behaviors.  

Reporting: Florida Tech can better support students in trouble if we know about what is happening.  Reporting also helps us to identify patterns that might arise – for example, if more than one complainant reports having been assaulted or harassed by the same individual.

Florida Tech is committed to providing a safe and positive learning experience.  To report a violation of sexual misconduct or gender discrimination, please contact Linda Jancheson, Title IX Coordinator at ljancheson@fit.edu or  321-674-7277.     * Please note that as your professor, I am required to report any incidences to the Title IX Coordinator. 

 Technical Support

Computer Requirements

The following requirements are for a basic Distance Learning configuration. The basic tools required are a high speed internet connection and a modern web browser. Certain courses may have other requirements, such as streaming video players (e.g. Flash) or other supplementary technologies. Contact your instructor for details if you feel this might be the case.

Internet access: Students must have their own Internet Service Provider, which is not supplied by an employer either in the private or public sector, in order to take a Distance Learning course. Exceptions may be granted on a case-by-case basis by the instructor prior to the beginning of the semester. You must have full, unrestricted access to the Internet and email. (Note: Businesses and government agencies often use firewalls to limit network access for their employees. This limited access often causes problems for students, which is why having your own service provider is required.)

Hardware: Any recently manufactured (4 years or less) computer will be sufficient to access Florida Tech's Learning Management System and perform assigned work. A monitor capable of displaying at least 1024 x 768 pixels is recommended.

Internet browserCanvas supports most modern browsers Firefox, Chrome, and Safari seem to work the best. Other applications may work better depending on your browser, so if a feature you're using isn't working like you expect it to, it may help to try the same steps in a different browser. If you need assistance checking your browser's compatibility, contact General Technical Support  321-674-7284, techsupport@fit.edu

Mobile Apps: Canvas has an app for iOS and Android.

E-mail: You must be able to access and are responsible for correspondence sent to your @my.fit.edu email address. By default Canvas will send some notifications to this address. You can change where and how often you receive these notifications in your Canvas Notification Preferences.

Sending attachments: You must be able to send and receive e-mail and e-mail attachments using Microsoft Word and Excel file formats. If you use one of the recommended browsers, it will automatically take care of the setting the preferences that your computer will need for sending and receiving attachments. Note that you will also need an application suite that can read and write these file formats (such as MS Office, OpenOffice or iWork) installed on your computer. Google Drive also supports these document types.

Antivirus Software: Current antivirus software is required for all devices connecting to the Florida Tech network, and is recommended for use in general. Free and discounted software is available to students.

Library Resources and Services

Library resources and services are available to distance learners through the Library website. Consult the Distance Learning Library Services & Resources research guide for access and other information.

LMS Assistance

Log into Canvas to find your courses. If you have trouble logging in, contact General Technical Support, 321-674-7284, techsupport@fit.edu.

Library Resources and Services

Library resources and services are available to distance learners through the Library website. Consult the Distance Learning Library Services & Resources research guide for access and other information.

LMS Assistance

Log into Canvas to find your courses. If you have trouble logging in, contact General Technical Support, 321-674-7284, techsupport@fit.edu.