Essentials for Government Contract Negotiators
Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to:
Select and apply negotiation skills in a government-unique environment to achieve a true-best value result
Develop a negotiation plan, including your BATNA
Recognize less-than-ethical tactics and be prepared to counter them
Properly conclude and document the negotiation
Use acquisition histories to gather appropriate data
Manage challenges
Facilitate better negotiation outcomes

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Book Details
Overview
Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to:
Select and apply negotiation skills in a government-unique environment to achieve a true-best value result
Develop a negotiation plan, including your BATNA
Recognize less-than-ethical tactics and be prepared to counter them
Properly conclude and document the negotiation
Use acquisition histories to gather appropriate data
Manage challenges
Facilitate better negotiation outcomes
About the Author
Excerpt

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