Essentials for Government Contract Negotiators

Business & Finance, Business Reference, Government & Business, Management & Leadership, Negotiating, Management
Cover of the book Essentials for Government Contract Negotiators by Legette McIntyre, Berrett-Koehler Publishers
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Author: Legette McIntyre ISBN: 9781523096329
Publisher: Berrett-Koehler Publishers Publication: July 1, 2006
Imprint: Berrett-Koehler Publishers Language: English
Author: Legette McIntyre
ISBN: 9781523096329
Publisher: Berrett-Koehler Publishers
Publication: July 1, 2006
Imprint: Berrett-Koehler Publishers
Language: English

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

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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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