Preparing for the Negotiations
Each project manager prepares for negotiations in the way that she is are most comfortable; sometimes this is dependent on how much time she has in her schedule. The project manager should take the lead in the negotiating session, not the project engineer or the subcontract administrator.
Knowing and understanding the statement of work and other contract documents enhances the confidence level of the negotiator. Do your homework. Take your time to understand what angle the contractor’s claim is taking. One way to prepare to negotiate is to break down the claim into separate line items to be negotiated. Then highlight in the contract documents where the areas are covered that support your position. Provide your ...
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