Essentials for Government Contract Negotiators
| By: | Legette McIntyre |
| Publisher: | Berrett-Koehler |
| Print ISBN: | 9781567261752 |
| eText ISBN: | 9781523096329 |
| Edition: | 1 |
| Copyright: | 2006 |
| Format: | Reflowable |
eBook Features
Instant Access
Purchase and read your book immediately
Read Offline
Access your eTextbook anytime and anywhere
Study Tools
Built-in study tools like highlights and more
Read Aloud
Listen and follow along as Bookshelf reads to you
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