Essentials for Government Contract Negotiators

Index

A

acquisition histories, 32

ambiguous authority, 125, 335

ambiguous authority close, 343

ambiguous authority tactic, 149–156

anger, 213–215

authority, 335

availability of extended negotiation team, 319–320

B

bad cop, 100–101, 321–324

bargaining, 40

bargaining power, 62–66

best alternative to a negotiated agreement (BATNA), 66–68, 157

best value, 10–11

bluffing, 254, 338

body language, interpreting, 336

bracketing tactic, 157–163

breaks, 325–326

C

caucus tactic, 139–142

Central Contractor Registration, 51

checklist, opening the negotiation, 327

clearing schedules, 318–319

climate control tactic, 197–202

Clinger-Cohen Act, 194

closing the negotiation ambiguous authority, 343

either/or, 344–345

ensuring total agreement, 346–348

importance ...