Book description
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
Table of contents
- Cover
- Title Page
- Copyright Page
- About the Author
- Dedication
- Table of Contents
- Preface
- Acknowledgments
- Part One: Getting Started
- Part Two: Preparing for Negotiations
- Part Three: Negotiation Tactics
-
Part Four: Tactics You Can Use
- Chapter 11. Time Tactics
- Chapter 12. Questions/Trial Balloons
- Chapter 13. The Silence Tactic
- Chapter 14. The Vise Tactic
- Chapter 15. The Order of Issues Tactic
- Chapter 16. The Good Cop/Bad Cop Tactic
- Chapter 17. The Caucus Tactic
- Chapter 18. The Nibble Tactic
- Chapter 19. The Ambiguous Authority Tactic
- Chapter 20. The Bracketing Tactic
- Chapter 21. The Set-aside Tactic
- Chapter 22. The Tradeoff Tactic
- Chapter 23. The Coupling Tactic
- Chapter 24. The Empty Pockets Tactic
-
Part Five: Tactics to Watch Out For
- Chapter 25. The Climate Control Tactic
- Chapter 26. The Strength in Numbers Tactic
- Chapter 27. The Walk in the Woods Tactic
- Chapter 28. Emotional Tactics
- Chapter 29. The Walkout Tactic
- Chapter 31. The Decoy Tactic
- Chapter 32. The Sweep Tactic
- Chapter 33. The Deliberate Mistake Tactic
- Chapter 34. The Planted Information Tactic
- Part Six: The Negotiation Event
- Appendix A. Recommended Reading
- Appendix B. Sources of Data
- Index
Product information
- Title: Essentials for Government Contract Negotiators
- Author(s):
- Release date: July 2006
- Publisher(s): Berrett-Koehler Publishers
- ISBN: 9781523096329
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