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LeGette McIntyre
pubblicato da
Berrett-Koehler Publishers
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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