Chapter 2
Negotiation Opportunities—More Than You Think!
Commonly, the average person on the street (and many government folks, too) sees government negotiations as relating to the source selection process—the way we award a contract in competitive situations. This is a well-defined and well-trained process with specific steps: development of evaluation factors, exchanges with offerors, request for proposal (RFP) preparation, proposal analysis, price analysis, cost analysis, competitive range determination, and so forth. There are already many good books, training courses, seminars, and other forms of guidance that cover this material well. Rather, this book concentrates on how to be successful in negotiations. We’ll concentrate on learning negotiation ...
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