Unit 7 discussion response_MT436
13190Respond or elaborate on the discussion post below:
Training your procurement managers with different negotiation techniques is important, not only for the contracts/agreements they are negotiating but also because they pass those skills onto their subordinates. Where I work, we do the negotiating not the managers. That being said, REDBEAR states “The right procurement negotiation training will empower individuals to search for common ground, balance their initial mindset of self-interest with a desire to collaborate and find the right strategies to reach win-win outcomes.” (RED BEAR, 2023)
For this post, I decided to write about when my company, ManTech Advanced Systems International aquired federal IT contractor Definitive Logic. The parties involved in the negotiations were our CEO Matt Tait, and the Co-Founder and CEO of Definitive Logic. (ManTech International Corporation, 2023) The stakes were high, as ManTech did not have the capabilities to engage in business system transformations like Definitive Logic did. (I don’t have a citation for this, this is insider knowledge, because I work there).
This is a notable situation, because of the capabilities the merger brought to ManTech. The ability to compete in more complex contract bids was at stake, and while we have many contracts, we did not have the abilities to bid on the complex projects that Defnitive did. This was difficult, because of the extra layers of approvals that have to be done, not only with the SEC, but also with the DOD, and FAR councils. (again, insider knowledge).
While I cannot find a link or citation for the reasons ManTech was successful, I do know that I was told we won the bid because of our backing by the Carlisle Group and the unlimited funding that comes with being owned by a Private Equity Giant.
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