Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side's strategies and tactics, and concluding and documenting the negotiation successfully. ***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. With this book you will learn to: • Select and apply negotiation skills in a government-unique environment to achieve a true-best value result • Develop a negotiation plan, including your BATNA • Recognize less-than-ethical tactics and be prepared to counter them • Properly conclude and document the negotiation • Use acquisition histories to gather appropriate data • Manage challenges Facilitate better negotiation outcomes