ABSTRACT
While not practiced by all entities, negotiation can lead to better outcomes. All aspects of the offer are negotiable; however, the amount of effort applied to each aspect of the offer will depend on the importance of the issue and the relative importance of the procurement. High-dollar procurements will almost always require a proportionate amount of effort and attention to detail. Procurement professionals may initially complete a quick analysis to identify and prioritize the more important negotiation items. The amount of competition will also affect the negotiation. As a best practice, negotiations are conducted individually with all proposers that fall within the competitive range. Negotiations for goods and nonprofessional services can be conducted with multiple proposers on multiple occasions in separate sessions, without regard for the ranking order of the proposals, until an agreement is reached.
