Negotiating Navy Construction Contracts.
FLORIDA UNIV GAINESVILLE DEPT OF CIVIL ENGINEERING
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The purpose of this report is to examine construction contract negotiation as it applies to the Navy Civil Engineer Corps CEC officer. The CEC is responsible for 2-3 billion each year in military construction performed by civilian contractors under Navy contracts. Currently, 35 of the CEC officers are in billets which require negotiating with civilian construction contractors. The number of construction contracts performed by civilian contractors is growing, as is the Navys need for negotiation expertise in the construction area. The emphasis of this paper is on the methods and procedures of construction contract negotiations as these apply to the CEC officer. Topics examined include the circumstances which allow procurement through negotiation vice formal advertising, the phases of negotiation, and recommended approaches to these phases. The three phases of the negotiation process are preparation, performance, and documentation. Preparation is the most important phase of negotiating because of its vast impact on all actions which follow. Planning strategy and forming a negotiation team are primary functions of preparation. Performance of the negotiation can also be viewed in phases. Opening the meeting, the gathering of further information during the meeting to confirm assumptions, issues, and objectives,and the actual negotiation towards agreement are all stages of negotiation performance. Documentation justifies that the negotiation results are fair and reasonable and serves as a historical record.
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