Essentials for Government Contract Negotiators

Chapter 1

Overview of Federal Government Negotiations

It’s long been the policy of the federal government to satisfy its requirements for supplies and services as much as possible from the commercial marketplace. Accordingly, the government spends more than $200 billion each and every year buying the stuff it needs from contractors. Whole industries have sprung up to service the federal government as a customer. It’s also federal government policy to buy these supplies and services at fair and reasonable prices, so the government relies on smart folks to negotiate business-savvy deals with private industry. Although almost everyone who comes in contact with a government contractor may find themselves in a negotiation situation, highly trained ...