The government manager's guide to contract negotiation / LeGette McIntyre.

Format:

Book

Author/Creator:

McIntyre, LeGette, 1959- author.

Series:

Government Manager's Essential Library ; 3.

Government Manager's Essential Library ; 3

Language:

English

Subjects (All):

Public contracts--United States--Handbooks, manuals, etc.

Public contracts.

Letting of contracts--United States--Handbooks, manuals, etc.

Letting of contracts.

Government purchasing--United States--Handbooks, manuals, etc.

Government purchasing.

Negotiation in business--United States--Handbooks, manuals, etc.

Negotiation in business.

Physical Description:

1 online resource (115 p.)

Place of Publication:

Tysons Corner, Virginia : Management Concepts Press, 2013.

Language Note:

English

Summary:

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 tha

Contents:

Title Page; Copyright; ABOUT THE AUTHOR; Dedication; CONTENTS; PREFACE; ACKNOWLEDGMENTS; CHAPTER 1: Government Negotiation Goals; Best Value; Performance-Based Contracting; CHAPTER 2: The Negotiation Team; Characteristics of a Negotiation Team; Team Members; Briefing the Team; CHAPTER 3: Gathering Data and Establishing Prenegotiation Objectives; Gathering Data; Establishing Prenegotiation Objectives; CHAPTER 4: Researching the Other Party; Researching the Company; Researching the Company's Negotiators; Information Sources; Info-Gathering Tips; CHAPTER 5: Developing the Negotiation Plan

Overall ObjectivesBackground Information; Team Members; Negotiation Objectives; Major Issues; Negotiation Strategy; Schedule and Logistics; CHAPTER 6: Developing the Negotiation Agenda; CHAPTER 7: Assigning Negotiation Roles; Team Leader; Good Cop; Bad Cop; Technocrat; Sweeper; CHAPTER 8: Using Tactics in Negotiations; CHAPTER 9: Time Tactics; The Time Pressure Tactic; Counters to the Time Pressure Tactic; The Time Investment Tactic; Counters to the Time Investment Tactic; CHAPTER 10: Question and Trial Balloon Tactics; The Question Tactic; The Trial Balloon Tactic

Counters to Question and Trial Balloon TacticsCHAPTER 11: The Silence Tactic; Counters to the Silence Tactic; CHAPTER 12: The Vise Tactic; Counters to the Vise Tactic; CHAPTER 13: The Order-of-Issues Tactic; Counters to the Order-of-Issues Tactic; CHAPTER 14: The Good Cop/Bad Cop Tactic; Counters to the Good Cop/Bad Cop Tactic; CHAPTER 15: The Caucus Tactic; Counters to the Caucus Tactic; CHAPTER 16: The Nibble Tactic; Counters to the Nibble Tactic; CHAPTER 17: The Ambiguous Authority Tactic; Counters to the Ambiguous Authority Tactic; CHAPTER 18: The Bracketing Tactic

Counters to the Bracketing TacticCHAPTER 19: The Set-Aside Tactic; Counters to the Set-Aside Tactic; CHAPTER 20: The Tradeoff Tactic; Counters to the Tradeoff Tactic; CHAPTER 21: The Coupling Tactic; Counters to the Coupling Tactic; CHAPTER 22: The Empty Pockets Tactic; Countering the Empty Pockets Tactics; CHAPTER 23: The Climate Control Tactic; Counters to the Climate Control Tactic; CHAPTER 24: The Strength-in-Numbers Tactic; Counters to the Strength-in-Numbers Tactic; CHAPTER 25: The Walk-in-the-Woods Tactic; Counters to the Walk-in-the-Woods Tactic; CHAPTER 26: The Anger Tactic

Handling AngerCHAPTER 27: The Personal Attack Tactic; Handling Personal Attacks; CHAPTER 28: The Guilt-Trip Tactic; Countering the Guilt-Trip Tactic; CHAPTER 29: The Frustration Tactic; Handling Frustration; CHAPTER 30: The Walkout Tactic; Counters to the Walkout Tactic; CHAPTER 31: The Lock-In Tactic; The Classic Lock-In Tactic; The Fait Accompli; Take It or Leave it; Counters to the Lock-In Tactic; CHAPTER 32: The Decoy Tactic; Counters to the Decoy Tactic; CHAPTER 33: The Deliberate Mistake Tactic; Phony Facts; Countering Phony Facts; Deliberate Omissions and Errors

Countering Deliberate Omissions and Errors

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

9781523096572

1523096578

9781567264197

1567264190