Essentials for Government Contract Negotiators

Chapter 9

Introduction to Tactics

In the next two parts of this book, we’ll go over some of the most common tactics used in negotiations. We won’t come close to covering all the tactics out there—there are literally hundreds of tactics and permutations of tactics—but these are the most common. Part Four contains common tactics you can use as a government negotiator. Of course, they can also be used against you. Part Five goes over some tactics that are considered anything from a little shady to downright unethical. These are the tactics you can’t use as a government negotiator, but still can be used by the other side against you.

Remember, you have a special trust by virtue of being a government negotiator. You represent the federal government ...