Table of Contents - Essentials for Government Contract Negotiators [Book]

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Table of Contents

Acknowledgments

Part One: Getting Started

Chapter 1. Overview of Federal Government Negotiations

Goals of the Government Negotiator

Goals of the Private Sector Negotiator

Chapter 2. Negotiation Opportunities—More Than You Think!

The Impact of the Federal Acquisition Streamlining Act

Performance-based

Noncompetitive Negotiations

Part Two: Preparing for Negotiations

Chapter 3. Assembling Your Negotiation Team

Characteristics of a Negotiation Team

The Team Leader

Contract Specialists

Price Analysts/Cost Analysts

Technical Representatives/Technical Experts

Program Managers

Briefing the Team

Chapter 4. Gathering Data

The Requirements Package

The Solicitation Document

The Contractor’s Proposal

The Technical ...

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