The Government Manager's Guide to Contract Negotiation - Legette McIntyre
The Government Manager's Guide to Contract Negotiation - Legette McIntyre


 
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Product Code: 001-B128


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© 2013, 7”x10” softcover, 122 pages
ISBN 978-1-56726-412-8
Product Code: B128
By LeGette McIntyre

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The Government Manager’s Essential Library
Finding expert advice on all the subjects a government manager encounters during a normal day is challenging at best. Finding relevant information that is readily accessible and useful has been unheard of—until now. The Government Manager’s Essential Library is a series of easy-to-use, subject-specific guides on issues that every government manager faces.

When you’re dealing with mission-essential duties, you need information you can trust from experts who speak your language. You need complete answers written so that you understand and can act on the information. You need The Government Manager’s Essential Library .

Filled with helpful tips and practical guidelines, each book contains a wealth of information on a particular subject that is geared specifically for you as a government manager. Together the volumes make a truly essential library for every government manager.

The Government Manager’s Guide to Contract Negotiation

Federal managers often find themselves at the negotiating table, charged with reaching a solid, fair deal for their agency. Now, you can gain a competitive edge in even the most difficult negotiations with time-tested, effective tactics from a noted authority on federal negotiations. This guide will help you understand the negotiation process, plan for it, develop strategies and tactics, anticipate and counter the other side’s strategies and tactics, and conclude and document the negotiation. Concise, accessible, and authoritative, this book offers a veritable arsenal of winning strategies that you and your team can use in your next negotiation.

Contents: Government Negotiation Goals • The Negotiation Team • Gathering Data and Preparing Pre-negotiation Objectives • Researching the Other Party • Developing the Negotiation Plan • Developing the Negotiation Agenda • Assigning Negotiation Roles • Using Tactics in Negotiations • Time Tactics • Question and Trial Balloon Tactics • The Silence Tactic • The Vise Tactic • The Order-of-Issues Tactic • The Good Cop/Bad Cop Tactic • The Caucus Tactic • The Nibble Tactic • The Ambiguous Authority Tactic • The Bracketing Tactic • The Set-Aside Tactic • The Tradeoff Tactic • The Coupling Tactic • The Empty Pockets Tactic • The Climate Control Tactic • The Strength in Numbers Tactic • The Walk-in-the-Woods Tactic • The Anger Tactic • The Personal Attack Tactic • The Guilt-Trip Tactic • The Frustration Tactic • The Walkout Tactic • The Lock-in Tactic • The Decoy Tactic • The Deliberate Mistake Tactic • Setting the Stage for the Negotiation • Opening the Negotiation • Conducting the Negotiation • Closing the Negotiation • Documenting the Negotiation • Final Thoughts

About the Author

LeGette McIntyre, is President of McIntyre, Inc., a Florida-based corporation specializing in all areas of federal acquisition support and training. He has 20 years of experience as an Air Force leader and over 30 years of experience in the federal acquisition process. He is a nationally recognized speaker on acquisition and contracting issues and is the author of Essentials for Government Contract Negotiators .


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