Contrary to popular belief, negotiating with government entities - at the local or federal level - is not the same as negotiating with other parties. In an effort to maintain transparency and accountability with the public and protect its best interests, the government has very strict rules for announcing, evaluating and awarding contracts. You may recall that the government likes to be the "favored" client. In essence - the government wants the best products and services, at the best prices and according to its terms.

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Index:
Introduction
Chapter 1: Negotiation Basics
Chapter 2: Identifying Potential Negotiation Challenges
Chapter 3: Understanding the Unique Nature of Government Contracts
Chapter 4: Standards and Guidelines for Pricing

Glossary
Appendix Forms (PDF)