(FALL 2009)

A required course in the Management of Business Contracts Certificate Program.
In our increasingly global economy, contracting is becoming even more competitive. This course provides a full overview of contract negotiations, with a compelling discussion of skills and tools that are needed to become a master contract negotiator. Learn how to clinch the sale by acquiring and negotiating contracts that will benefit your company and withstand the test of time. Gain the competitive edge by learning the most advanced solicitation and negotiation strategies and understand how to develop a sound and competitive proposal. A variety of topics allow you to improve your skill at procuring and developing contracts, including effective market analysis, competitive techniques, preparing winning proposals, advanced negotiation strategies and tactics, and strategic planning. Put your company ahead in the contracting process. University of California, Irvine Extension is a State Bar of California approved MCLE provider (provider number 2560). Eligible participants will earn up to 30 hours of general MCLE credit based on attendance. To verify attendance and calculate eligible hours, students must sign weekly MCLE forms. This course also requires participation in live one-hour online discussion sessions using WebEx on Mondays, November 2, 19 and 16 at 7pm, Pacific Time. Detailed information about WebEx can be found after you login to your online course.

Steve Bercher, M.B.A., is currently a Procurement Analyst in the Systems Integrity organization at The Boeing Company. He has ten years of experience in Procurement, Compliance/Self-Governance, policy/procedures, and technical training. He is a Certified Purchasing Manager (C.P.M.) with the Institute of Supply Management (ISM).