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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.
简介
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.
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出版社Berrett-Koehler Publishers
出版时间2006年7月
字数534,423
分类原版书-英文原版
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Essentials for Government Contract Negotiators
Legette McIntyre
- 扉页
- 版权信息+书签
- About the Author
- Other
- Preface
- Acknowledgments
- Part One:Getting Started
- Chapter 1 Overview of Federal Government Negotiations
- Chapter 2 Negotiation Opportunities—More Than You Think!
- Part Two:Preparing for Negotiation
- Chapter 3 Assembling Your Negotiation Team
- Chapter 4 Gathering Data
- Chapter 5 Establishing Prenegotiation Objectives
- Chapter 6 Researching the Other Party
- Chapter 7 Developing the Negotiation Plan
- Chapter 8 Rehearsing the Negotiation Plan and Developing the Agenda
- Part Three:Negotiation Tactics
- Chapter 9 Introduction to Tactics
- Chapter 10 Assigning Negotiation Roles
- Part Four:Tactics You Can Use
- Chapter 11 Time Tactics
- Chapter 12 Questions/Trial Balloons
- Chapter 13 The Silence Tactic
- Chapter 14 The Vise Tactic
- Chapter 15 The Order of Issues Tactic
- Chapter 16 The Good Cop/Bad Cop Tactic
- Chapter 17 The Caucus Tactic
- Chapter 18 The Nibble Tactic
- Chapter 19 The Ambiguous Authority Tactic
- Chapter 20 The Bracketing Tactic
- Chapter 21 The Set-aside Tactic
- Chapter 22 The Tradeoff Tactic
- Chapter 23 The Coupling Tactic
- Chapter 24 The Empty Pockets Tactic
- Part Five Tactics to Watch Out For
- Chapter 25 The Climate Control Tactic
- Chapter 26 The Strength in Numbers Tactic
- Chapter 27 The Walk in the Woods Tactic
- Chapter 28 Emotional Tactics
- Chapter 29 The Walkout Tactic
- Chapter 30 The Lock-in Tactic
- Chapter 31 The Decoy Tactic
- Chapter 32 The Sweep Tactic
- Chapter 33 The Deliberate Mistake Tactic
- Chapter 34 The Planted Information Tactic
- Part Six The Negotiation Event
- Chapter 35 Setting the Stage
- Chapter 36 Opening the Negotiation
- Chapter 37 Conducting the Negotiation
- Chapter 38 Closing the Negotiation
- Chapter 39 Documenting the Negotiation
- Chapter 40 In Conclusion
- Appendix A Recommended Reading
- Appendix B Sources of Data
- Index
Essentials for Government Contract Negotiators
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