Contract Negotiation and Administration


This four day intermediate-level workshop offers participants an opportunity to delve into the technical and complex issues associated with contract negotiation and management. The workshop will examine federal, industrial, clinical, international, and other types of contracting in the context of policy, process, and institutional culture.

The participants will engage in mock negotiations, role-play, and breakout sessions to cultivate their skills and expand their understanding of contract negotiation principles. Topics to be covered include contract types (e.g., non-disclosure agreements, materials transfer agreements, memoranda of understanding), contract clauses (e.g., intellectual property, indemnification, warranty), and applications of special issues (e.g., international human subjects research). Throughout the workshop, participants will be encouraged to develop negotiation strategies and techniques, while considering the practical and ethical dimensions of contract negotiation.


Who Should Attend? Participants will want at least 2-5 years of Research Administration or equivalent experience to achieve learning objectives. The workshop would be appropriate for new and developing contract negotiators, college and departmental research administrators, program managers, and individuals transitioning to university contracting from related fields. (e.g. government and industry contracting, procurement, scientific/technical disciplines.


  • Identify the key elements of contracts and RFPs
  • Recognize contract terms that require institutional review and negotiation
  • Describe strategies for negotiating out inappropriate terms and conditions Navigate the Federal Acquisition Regulation (FAR)
  • Differentiate federal, industry, international, clinical, subcontracts, and other agreement types (NDAs, MTAs, DUAs, etc.) and identify the unique challenges associated with each
  • Evaluate the extent to which institutional infrastructure can support contractual requirements
  • Understand how institutional policy, practice, culture, and risk tolerance impact contract negotiation
  • Apply negotiation strategies (leveraging interests, applying precedents)
  • Identify roles, responsibilities, and opportunities to build relationships, set expectations, and balance conflicting priorities
  • Gain insight into how different personality types impact contract negotiation

Program Information

Program Level: Intermediate
Advance Preparation: None
Field of Study: Specialized Knowledge - Technical
Delivery Method: Group Internet Based
CEUs/CPEs: See here

1:00 - 5:00 PM Eastern each day VIRTUAL
*There will be breaks throughout the presentation*


Upcoming Contracting Workshops

Live, Virtual
October 12 - 15, 2021

The next Contracting Workshop will be held virtually, October 12 - 15, 2021. As this is an interactive workshop, registrants will need a computer (laptop/tablet) with dial-in information available if sound becomes an issue. Webcams are encouraged, but not required, as part of the interaction.

Register Now! >

Deadline to Register is Friday, October 8, 2021 OR when Workshop capacity is reached, whichever comes first.


2021 Contracting Workshop Faculty


Anthony Beckman

Associate Director, Office of Research and Project Administration
University of Rochester

Jennifer Cory Doeschot

Director of Strategy & Operations, Center for Definitive and Curative Medicine, Department of Pediatrics
Stanford University

Jill Frankenfield

Associate Director, Office of Research Administration
University of Maryland, College Park


John Hanold

Associate Vice President for Research, Director of Sponsored Programs
Pennsylvania State University

David Mayo

Senior Director for Research Administration
California Institute of Technology
NCURA Distinguished Educator

  • Having only just under 2 years of experience with Contract Negotiations, I found this workshop to be extremely informative. The speakers were very knowledgeable and enthusiastic about this subject. I know I will be applying the information I learned from this workshop in my job first hand. Thank you!

    Lauren BradleyUniversity of Delaware

  • The presenters were the best I've ever seen in the research-administration field. They combined superior expertise and experience with humor, performance, and variety... Thank you for putting on this much-needed program. I will recommend it to all of my colleagues.

    Michael Gouin-HartGrand Valley State University

  • I found the workshop educational and stimulating. The presenters were engaging, highly knowledgeable, and encouraged attendee participation.

    Kourtney HennardVanderbilt University