Essentials for Government Contract Negotiators

Preface

I started writing this book out of frustration. Many of the courses I taught as an acquisition instructor contained blocks of instruction on “discussions” and “negotiations,” with the text of these courses explaining the process of conducting these topics extremely well. Over time, however, I had more and more students approach me with questions. Although they were many and varied, they all boiled down to one basic question: Now that I know the process of negotiations, how do I actually do it? When I found that “Read the course material” was not an answer that scratched the itch, I realized I had to go much deeper.

Now, I have negotiated for the government for years. I’ve used tricks and been the victim of tricks. I’ve developed and used ...