Abstract

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 .