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Author McIntyre, LeGette, 1959- author

Title Essentials for Government Contract Negotiators / McIntyre, Legette
Edition First edition
Published Berrett-Koehler Publishers, 2006
Online access available from:
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Description 1 online resource (394 pages)
Contents Cover; Half Title; Title; Copyright; Dedication; Contents; Preface; Acknowledgments; Part One: Getting Started; Chapter 1. Overview of Federal Government Negotiations; Goals of the Government Negotiator; Goals of the Private Sector Negotiator; Chapter 2. Negotiation Opportunitiesâ#x80;#x94;More Than You Think!; The Impact of the Federal Acquisition Streamlining Act; Best Value; Performance-based; Noncompetitive Negotiations; Part Two: Preparing for Negotiations; Chapter 3. Assembling Your Negotiation Team; Characteristics of a Negotiation Team; Team Members; The Team Leader; Contract Specialists
Conduct a Mock Negotiation SessionReview Government Negotiation â#x80;#x9C;Doâ#x80;#x99;sâ#x80;#x9D; and â#x80;#x9C;Donâ#x80;#x99;tsâ#x80;#x9D;; Develop a Negotiation Agenda; Part Three: Negotiation Tactics; Chapter 9. Introduction to Tactics; Chapter 10. Assigning Negotiation Roles; The Team Leader; The Good Cop; The Bad Cop; The Technocrat; The Sweeper; Part Four: Tactics You Can Use; Chapter 11. Time Tactics; The Time Pressure Tactic; Counters to the Time Pressure Tactic; The Time Investment Tactic; Counters to the Time Investment Tactic; Chapter 12. Questions/Trial Balloons; Questions; Trial Balloons
Counters to Questions/Trial Balloon TacticsChapter 13. The Silence Tactic; Using Silence as a Tactic; Counters to the Silence Tactic; Chapter 14. The Vise Tactic; Counters to the Vise Tactic; Chapter 15. The Order of Issues Tactic; Counters to the Order of Issues Tactic; Chapter 16. The Good Cop/Bad Cop Tactic; Counters to the Good Cop/Bad Cop Tactic; Chapter 17. The Caucus Tactic; Counters to the Caucus Tactic; Chapter 18. The Nibble Tactic; Counters to the Nibble Tactic; Chapter 19. The Ambiguous Authority Tactic; Counters to the Ambiguous Authority Tactic; Chapter 20. The Bracketing Tactic
Price Analysts/Cost AnalystsTechnical Representatives/Technical Experts; Program Managers; Briefing the Team; Chapter 4. Gathering Data; The Requirements Package; The Solicitation Document; The Contractorâ#x80;#x99;s Proposal; The Technical Evaluation Report; Fact-finding/Exchanges; Price Analysis and Cost Analysis; Acquisition Histories; Other Sources of Data; Chapter 5. Establishing Prenegotiation Objectives; Focus on Your Customerâ#x80;#x99;s Needs; Determine â#x80;#x9C;Mustâ#x80;#x9D; Points versus â#x80;#x9C;Giveâ#x80;#x9D; Points; Finalize Your Prenegotiation Objectives; Chapter 6. Researching the Other Party; Researching the Company
Researching the Companyâ#x80;#x99;s NegotiatorsInformation Sources; Info-gathering Tips; Chapter 7. Developing the Negotiation Plan; Objective Statement; Background Information; Team Members; Negotiation Objectives; Major Issues; Negotiation Strategy; Assess Bargaining Power; Establish Your BATNA; Choose a Strategy; Schedule and Logistics Considerations; Chapter 8. Rehearsing the Negotiation Plan and Developing the Agenda; Review the Negotiation Plan and Negotiation Strategy; Make Sure Everyone Understands the Roles of Each Team Member; Assign Homework to Your Team Members
Summary Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to: · Select and apply negotiation skills in a government-unique environment to achieve a true-best value result · Develop a negotiation plan, including your BATNA · Recognize less-than-ethical tactics and be prepared to counter them · Properly conclude and document the negotiation · Use acquisition histories to gather appropriate data · Manage challenges Facilitate better negotiation outcomes
Subject Global governance
International relations.
Form Electronic book
ISBN 1523096322