Chapter 4
Gathering Data
There is a wealth of information out there that can help you and your team prepare for the negotiation. In fact, you’ll be staggered by the sheer volume and number of sources of useful information that’s available. When faced with this large amount of data, it is important to remember the main reason you are gathering data: to verify that the contractor’s proposed pricing, terms, and conditions are fair and reasonable and, if not, to develop and defend your position on what you consider fair and reasonable. Keeping this in mind will help you limit your search and prevent information overload. So, let’s talk about some of the kinds of data you’ll want to get, and where to get it.
Remember that the data gathering you’re ...
Get Essentials for Government Contract Negotiators now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
