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Government procurement has evolved in the past decade — it has become a system that encourages negotiations after the receipt of proposals. The process can be very elaborate or quite simple, and attorneys and contracting professionals must fully Understand The source selection process and how requirements may be narrowed during the negotiations to gain or hold on to a share of the government contract business. Competitive Negotiation: The Source Selection Process, Second Edition is the result of the partnership of the George Washington University Law School Government Contracts Program And The CCH Business and Finance Group. it is a thorough text, examining conventional and alternative systems for competitive negotiations in light of current statutes, regulations and case law. it discusses the distinct steps and laws behind the negotiation process from the inception of the requirement for goods or services To The award of the contract And The debriefing of the losing offerors. Gain understanding of: The history of the award process and how the system has evolved Scoring techniques for selecting contractors Strategies used in oral and written negotiations Post-selection procedures Procedures initiated by the Federal Acquisition Regulation (FAR)to permit streamlining Techniques and tools to develop proposals that offer the best value to satisfy the call Decisional law and forums for challenging award contracts Draw on the insight given by the authors — the pre-eminent authorities in government contracting — the unbiased analysis of important case law and decisions provides an overview of the current legal environment and helps you put everything in perspective
Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.
Government procurement has evolved in the past decade and— it has become a system that encourages negotiations after the receipt of proposals. The process can be very elaborate or quite simple, and attorneys and contracting professionals must fully understand the source selection process and how requirements may be narrowed during the negotiations to gain or hold on to a share of the government contract business. Competitive Negotiation: The Source Selection Process, Third Edition is the result of the partnership of The George Washington University Law School Government Contracts Program and the CCH Business and Finance Group. It is a thorough text, examining conventional and alternative systems for competitive negotiations in light of current statutes, regulations and case law. It discusses the distinct steps and laws behind the negotiation process from the inception of the requirement for goods or services to the award of the contract and the debriefing of the losing offerors. Gain understanding of: The history of the award process and how the system has evolved Scoring techniques for selecting contractors Strategies used in oral and written negotiations Post-selection procedures Procedures initiated by the Federal Acquisition Regulation (FAR)to permit streamlining Techniques and tools to develop proposals that offer the best value to satisfy the call Decisional law and forums for challenging award contracts Draw on the insight given by the authors and— the pre-eminent authorities in government contracting and— the unbiased analysis of important case law and decisions provides an overview of the current legal environment and helps you put everything in perspective
Combining insights in negotiation research with the tactics used by some of the world's leading business strategists, Bargaining for Advantage is a practial guide to becoming a more effective negotiator. Richard Shell explores the hidden psychology and patterns that govern every bargaining situation. Driven by stories about everything from hostage taking and high stakes business deals to everyday encounters, this work offers a step-by-step approach that draws on your own communication style to make you a skilful negotiator.
Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.
A fully revised and updated edition of the quintessential guide to learning to negotiate effectively in every part of your life "A must read for everyone seeking to master negotiation. This newly updated classic just got even better."—Robert Cialdini, bestselling author of Influence and Pre-Suasion As director of the world-renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, lawyers, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. In the third edition of this internationally acclaimed book, he brings to life his systematic, step-by-step approach, built around negotiating effectively as who you are, not who you think you need to be. Shell combines lively stories about world-class negotiators from J. P. Morgan to Mahatma Gandhi with proven bargaining advice based on the latest research into negotiation and neuroscience. This updated edition includes: This updated edition includes: · An easy-to-take "Negotiation I.Q." test that reveals your unique strengths as a negotiator · A brand new chapter on reliable moves to use when you are short on bargaining power or stuck at an impasse · Insights on how to succeed when you negotiate online · Research on how gender and cultural differences can derail negotiations, and advice for putting relationships back on track
Everybody negotiates, even if they dont realize it. The problem is that most people dont know how to negotiate effectively. In this book, you will learn powerful techniques that have been successfully used in real-world negotiations to get the maximum results in any negotiation. 112 Ways to Succeed in Any Negotiation or Mediation will turbo-charge your negotiating skills regardless of your experience and will help to put more dollars in your pockets because you will make better deals. 112 Ways to Succeed in Any Negotiation or Mediation takes you through all aspects of negotiating from the before the negotiation to closing the deal. You will learn many proven and little known secrets in social science that can make the difference between a good deal and a great deal! You will discover: How to make an opening offer When to negotiate What to do during negotiations What barriers exist to successful negotiations Why the location of negotiations matters Ten most common mistakes made in negotiations. And 112 Ways applies to every negotiation regardless of size or environment: Businesspeople can use it to increase their bottom line Lawyers can negotiate better terms for their clients Salespeople can strike better deals Any person can learn to communicate and negotiate every aspect of life better
Now available in paperback, with an all new Reader's guide, The New York Times and Business Week bestseller Co-opetition revolutionized the game of business. With over 40,000 copies sold and now in its 9th printing, Co-opetition is a business strategy that goes beyond the old rules of competition and cooperation to combine the advantages of both. Co-opetition is a pioneering, high profit means of leveraging business relationships. Intel, Nintendo, American Express, NutraSweet, American Airlines, and dozens of other companies have been using the strategies of co-opetition to change the game of business to their benefit. Formulating strategies based on game theory, authors Brandenburger and Nalebuff created a book that's insightful and instructive for managers eager to move their companies into a new mind set.