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The Government Manager's Guide to Contract Negotiation.
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 fro...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Oakland :
Berrett-Koehler Publishers, Incorporated,
2013.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Intro; 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 Companyâ#x80;#x99;s Negotiators; Information Sources; Info-Gathering Tips.
- CHAPTER 5: Developing the Negotiation PlanOverall Objectives; Background 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 TacticCounters to Question and Trial Balloon Tactics; CHAPTER 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 TacticCounters to the Bracketing Tactic; CHAPTER 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 TacticHandling Anger; CHAPTER 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.