What if you’re representing your agency in the middle of a negotiation with a contractor and you reach a deadlock? What can you do to keep the negotiation moving forward—and to gain the competitive advantage? In his book, The Government Manager’s Guide to Contract Negotiation, author LeGette McIntyre offers the “set-aside” tactic as an effective way to keep things moving in your favor. Has this tactic ever worked for you? Is there a chance it could backfire?
Tag: Deadlock
Have You Reached a Negotiation Deadlock? Break Through with the Set-Aside Tactic.
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Read MoreWhat if you’re representing your agency in the middle of a negotiation with a contractor and you reach a deadlock? What can you do to keep the negotiation moving forward—and to gain the competitive advantage? In his book, The Government Manager’s Guide to Contract Negotiation, author LeGette McIntyre offers the “set-aside” tactic as an effective way to keep things moving in your favor. Has this tactic ever worked for you? Is there a chance it could backfire?