• Business & Economics

Administration of Government Contracts


Author: John Cibinic,Ralph C. Nash,James F. Nagle
Publisher: CCH Incorporated
ISBN: 0808014358
Category: Business & Economics
Page: 1414
View: 6885
This unbiased analysis of statutes, regulations, and case law clarifies the complex rules of federal procurement policies, explaining the processes that government personnel and contractors must follow in every aspect of government contracting--from inception to completion. Topics include contract administration and personnel, contract interpretation, risk allocation, changes, delays, pricing of adjustments, and much more.

    • Law

Formation of Government Contracts


Author: John Cibinic,Ralph C. Nash, Jr.
Publisher: CCH Incorporated
ISBN: 0808016792
Category: Law
Page: 1616
View: 7548

    • Business & Economics

Understanding Government Contract Source Selection


Author: Margaret G. Rumbaugh
Publisher: Berrett-Koehler Publishers
ISBN: 1523097183
Category: Business & Economics
Page: 538
View: 7526
Your Go-to Resource for Government Contract Source Selection! From planning to protest and all the steps in between, Understanding Government Contract Source Selection is the one reference all government acquisition professionals and contractors should keep close at hand. This valuable resource provides straightforward guidance to ensure you develop a firm foundation in government contract source selection. Government acquisition professionals can reference this book for guidance on: • Preparing the acquisition and source selection plans • Drafting evaluation criteria and proposal preparation instructions • Creating a scoring plan and rating method • Drafting the RFP and SOW • Conducting a pre-proposal conference • Preparing to receive proposals and training evaluators • Evaluating technical, management, and cost proposals • Avoiding protest Contractors can reference this book for guidance on: • Selling to the federal government • Reviewing a draft RFP and providing comments • Participating in a pre-proposal conference • Preparing a proposal that complies with RFP requirements • Developing a strategy for teaming agreements, subcontracts, and key personnel • Negotiating a contract • Getting the most out of post-award debriefings • Filing a protest PLUS! Understanding Government Contract Source Selection provides a source selection glossary, an extensive case study, and sample proposal preparation instructions in the appendices to help you navigate the federal competitive source selection process. This complete guide is an indispensable resource for anyone striving to build their knowledge of government contract source selection!

    • Business & Economics

Cost-Reimbursement Contracting


Author: Ralph C. Nash Jr,John C. Cibinic Jr,John Jr. Cibinic
Publisher: CCH Incorporated
ISBN: 9780808034087
Category: Business & Economics
Page: 1464
View: 2090
This seminal text was originally authored by John Cibinic, Jr. and Ralph C. Nash, Jr., Professors and co-founders of the Government Contracts Program at the National Law Center of George Washington University. Now in its Fourth Edition, it is fully updated by Professor Nash and Steven Knight, also a successful attorney and teacher on government contracts law and policy. Cost-Reimbursement Contracting, contains material on the formation of cost-reimbursement contracts as well as their administration from cradle to grave, with special emphasis on the detailed rules governing the allowability of costs. The book is organized in a clear and logical manner, and makes use of a large number of headings and subheadings to distinguish among the numerous detailed issues that arise in this area. The headings and subheadings also appear in a detailed table of contents, which provides a clear roadmap that shows the fundamental logic of each chapter. A comprehensive subject index can also be used to locate specific topics. In addition to fully updating the text, this new edition adds citations to hundreds of relevant statutes and regulations, as well as court, administrative board, and Government Accountability Office decisions, that were issued since the last edition was published. These citations provide and excellent source for additional research on relevant issues. This comprehensive text will save the reader countless hours and significant effort in researching important issues and legal precedent related to cost-reimbursement contracts. In addition, detailed familiarity with the content will help the reader gain important knowledge and insight, and establish expertise, in this complicated area of government contracting.

    • Business & Economics

3-d Negotiation

Powerful Tools to Change the Game in Your Most Important Deals
Author: David A. Lax,James K. Sebenius
Publisher: Harvard Business Press
ISBN: 1422143449
Category: Business & Economics
Page: 304
View: 3925
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the "first dimension" of David A. Lax and James K. Sebenius' pathbreaking 3-D Negotiation (TM) approach, developed from their decades of doing deals and analyzing great dealmakers. Moves in their "second dimension"—deal design—systematically unlock economic and noneconomic value by creatively structuring agreements. But what sets the 3-D approach apart is its "third dimension": setup. Before showing up at a bargaining session, 3-D Negotiators ensure that the right parties have been approached, in the right sequence, to address the right interests, under the right expectations, and facing the right consequences of walking away if there is no deal. This new arsenal of moves away from the table often has the greatest impact on the negotiated outcome. Packed with practical steps and cases, 3-D Negotiation demonstrates how superior setup moves plus insightful deal designs can enable you to reach remarkable agreements at the table, unattainable by standard tactics.

    • Business & Economics

How to Write a Statement of Work


Author: Peter S. Cole,Peter S. Cole CPCM,Michael G. Martin,Michael G. Martin PMP
Publisher: Berrett-Koehler Publishers
ISBN: 1523097108
Category: Business & Economics
Page: 354
View: 9453
The standard on government statements of work just got better! How to Write a Statement of Work has been a standard reference for government employees and contractors for many years. Now, with this sixth edition, it is even more relevant and useful. Based on the excellent foundation laid by the late Peter Cole, Michael Martin has updated and added material to guarantee this handbook's place in the list of “must haves” for working with government contracts. As in the earlier editions, the emphasis is on providing practical, detailed guidance on writing and preparing a description of government requirements, whether a statement of work (SOW), a performance work statement (PWS), or a statement of objectives (SOO). Among the many additions to this sixth edition are updates to reflect the current definition of an SOO as well as references and guidance regarding the development and application of the SOO. There is a new chapter on why change management is so important on projects, legal precedents supporting change management, and how to identify when a change occurs using the SOW. This new chapter also includes information on the federal government's Standard Form 30 (SF30) to provide perspective on how change orders are used and applied in the federal government. If you are working in government contracting in any capacity, you should have this book on hand!

    • Business & Economics

Federal Contracting Answer Book


Author: Terrence M. O'Connor
Publisher: Berrett-Koehler Publishers
ISBN: 1523096683
Category: Business & Economics
Page: 456
View: 9822
Thousands of contracting professionals have relied on the Federal Contracting Answer Book as their trusted guide to the highly regulated world of government procurement. In each edition the book has offered timely and accurate answers to the questions that arise daily in this complex field. Now in its third edition, this answer book is even more comprehensive. Written by experts who have extensive experience working in and teaching government contracting, the book includes all the latest changes and requirements. The question-and-answer format enables quick look-up and a concise presentation of the information. In this edition, new questions and answers have been added on avoiding proposal errors, debriefings, procurement vocabulary, regulatory changes, and best practices. In addition to these updates and revisions, the third edition includes new chapters on earned value management, GSA schedules, and contractor qualifications.

    • Business & Economics

Bargaining for Advantage

Negotiation Strategies for Reasonable People
Author: G. Richard Shell
Publisher: Penguin
ISBN: 1101221372
Category: Business & Economics
Page: 320
View: 8844
The tools you need to negotiate effectively in every part of your life As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research. This updated edition includes: • A brand-new "Negotiation I.Q." test designed by Shell and used by executives at the Wharton workshop that reveals each reader's unique strengths and weaknesses as a negotiator • A concise manual on how to avoid the perils and pitfalls of online negotiations involving e-mail and instant messaging • A detailed look at how gender and cultural differences can derail negotiations, and advice for putting talks back on track From the Trade Paperback edition.

    • Psychology

Negotiation Behavior


Author: Dean G. Pruitt
Publisher: Academic Press
ISBN: 1483266206
Category: Psychology
Page: 278
View: 1481
Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.

    • Law

The Government Contracts Reference Book

A Comprehensive Guide to the Language of Procurement
Author: CCH Incorporated,Ralph C. Nash,Ralph C. Nash, Jr.,Steven L. Schooner,Karen R. O'Brien-DeBakey
Publisher: Aspen Publishers
ISBN: 9780808028956
Category: Law
Page: 560
View: 833
Save time and eliminate errors with this quick-reference, A-Z guide to the language of procurement! Successful government contracting requires the use of precise, up-to-date terminology, as well as a firm understanding of current regulatory and case law. This quick-reference guide saves time and makes your job easier by providing ready definitions for more than 1500 terms, phrases and acronyms used in government procurement. Completely up-to-date terminology reflects statutory and regulatory changes, including some 600 terms relating directly to the rules and procedures mandated by various statutes and regulations, including: the Federal Acquisition Streamlining Act, the Clinger-Cohen Act, the Federal Acquisition Regulation and agency FAR supplements. Written by preeminent experts on government contracts, Ralph C. Nash, Jr., Karen O'Brien-DeBakey, and Steven L. Schooner, The Government Contracts Reference Book provides clear explanations for general terms related to government procurement, as well as agency-specific terms from the Department of Defense, General Services Administration, Department of Energy, other agencies. Each explanation includes a summary of where the term is used in the statutes or regulations, including citations to the source documents. Organized in an easy-to-use alphabetical format and fully cross-referenced, this essential reference will help you manage all aspects of the procurement process with greater efficiency and confidence. The ideal starting point for further research! When you need to explore a term or topic further, The Government Contracts Reference Book serves as an invaluable research tool. You'll find: Current citations to FAR, DFARS, DEAR, NFS and other regulations, as well as to pertinent statutes, federal court decisions, administrative board decisions, and other important material Frequent references to sources of additional information, including some 50 texts, scores of articles from more than 30 different periodicals and many other types of documents issued by both government and private industry Web and Internet addresses for dozens of government and industry resources are also included Cross-references provided in ALL CAPS for ease of use

    • Business & Economics

The Handbook of Negotiation and Culture


Author: Michele J. Gelfand,Jeanne M. Brett
Publisher: Stanford University Press
ISBN: 0804745862
Category: Business & Economics
Page: 458
View: 6828
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

    • Business & Economics

Manager as Negotiator


Author: David A. Lax
Publisher: Simon and Schuster
ISBN: 1439105200
Category: Business & Economics
Page: 416
View: 329
This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

    • Business & Economics

Negotiating with Backbone

Eight Sales Strategies to Defend Your Price and Value
Author: Reed K. Holden
Publisher: FT Press
ISBN: 0134270037
Category: Business & Economics
Page: 208
View: 3809
B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

    • Social Science

Persuasion

The Hidden Forces That Influence Negotiations
Author: Jasper Kim
Publisher: Routledge
ISBN: 1351113690
Category: Social Science
Page: 98
View: 5314
Persuasion: The Hidden Forces That Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines – psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others – from esteemed experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"– but "how to think" in a persuasion, influence, and negotiation context –across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.

    • Business & Economics

The Strategy and Tactics of Pricing

New International Edition
Author: Thomas T. Nagle,John Hogan,Joseph Zale
Publisher: Routledge
ISBN: 1351969501
Category: Business & Economics
Page: 352
View: 8732
For undergraduate introduction to Market Pricing courses. A comprehensive and practical, step-by-step guide to pricing analysis and strategy development. The Strategy and Tactics of Pricing shows readers how to manage markets strategically—rather than simply calculate pricing based on product and profit—in order to improve their competitiveness and the profitability of their offers. The fifth edition contains a new chapter on price implementation and several updated examples on pricing challenges in today’s markets. Features: NEW! Show students how proper pricing can increase profitability—New Chapter on Price Implementation. A completely new chapter on implementing pricing strategy identifies the challenges involved in embedding strategic pricing principles within an organization. This chapter also describes how managers can lead a structured change process to build a more profitable commercial organization. NEW! Offer access to pricing software—Three-Month Trial of LeveragePoint Software. This edition is now available with software for creating and communicating economic value estimations systematically—from LeveragePoint Innovations Inc. While versions of this software that enable sharing require corporate contracts for access, versions for individual student and practitioner use are available without charge for three months with the purchase of The Strategy and Tactics of Pricing. NEW! Make pricing theory relative—Updated Examples of Pricing. Helping connect pricing theory to what students are familiar with, this edition includes updated examples with more topical illustrations of current pricing challenges such as: • iPhone pricing • New models for pricing music • Services pricing NEW! Present the latest information—Heavily Revised Chapters. The revised chapter on Pricing Policy provides a theoretically-grounded framework to describe specific policies for managing price changes for situations such as: -Cost-based price increases -Price reductions in a recession -Discounts The chapter on Value Creation now addresses the difference between how to consider value when it is driven by tangible monetary drivers (saving money on gas) versus the more subjective psychological drivers (doing the right thing for the environment). The chapter on Value and Price Communication has been substantially revised to describe how to communicate value in a wide variety of product and customer contexts. This chapter also demonstrates how to target communications to affect specific behaviors throughout the customer’s buying process. The chapter on Price Setting has been expanded to provide a robust process for setting prices that can be widely applied to consumer and business markets.

    • Business & Economics

The Handbook of Conflict Resolution

Theory and Practice
Author: Peter T. Coleman,Morton Deutsch,Eric C. Marcus
Publisher: John Wiley & Sons
ISBN: 1118810325
Category: Business & Economics
Page: 1272
View: 3740
Praise for The Handbook of Conflict Resolution "This handbook is a classic. It helps connect the research of academia to the practical realities of peacemaking and peacebuilding like no other. It is both comprehensive and deeply informed on topics vital to the field like power, gender, cooperation, emotion, and trust. It now sits prominently on my bookshelf." —Leymah Gbowee, Nobel Peace Prize Laureate "The Handbook of Conflict Resolution offers an astonishing array of insightful articles on theory and practice by leading scholars and practitioners. Students, professors, and professionals alike can learn a great deal from studying this Handbook." —William Ury, Director, Global Negotiation Project, Harvard University; coauthor, Getting to Yes and author, The Third Side "Morton Deutsch, Peter Coleman, and Eric Marcus put together a handbook that will be helpful to many. I hope the book will reach well beyond North America to contribute to the growing worldwide interest in the constructive resolution of conflict. This book offers instructive ways to make this commitment a reality." —George J. Mitchell, Former majority leader of the United States Senate; former chairman of the Peace Negotiations in Northern Ireland and the International Fact-Finding Committee on Violence in the Middle East; chairman of the board, Walt Disney Company; senior fellow at the School of International and Public Affairs, Columbia University "Let's be honest. This book is just too big to carry around in your hand. But that's because it is loaded with the most critical essays linking the theory and practice of conflict resolution. The Handbook of Conflict Resolution is heavy on content and should be a well-referenced resource on the desk of every mediator—as it is on mine." —Johnston Barkat, Assistant Secretary-General, Ombudsman and Mediation Services, United Nations

    • Business & Economics

Getting to Yes

Negotiating Agreement Without Giving In
Author: Roger Fisher,William L. Ury,Bruce Patton
Publisher: Penguin
ISBN: 9781101539545
Category: Business & Economics
Page: 240
View: 4877
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.

    • Business & Economics

Negotiating for Success: Essential Strategies and Skills


Author: George J. Siedel
Publisher: Van Rye Publishing, LLC
ISBN: 0990367126
Category: Business & Economics
Page: N.A
View: 3640
We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

    • Computers

The Data Warehouse Toolkit

The Definitive Guide to Dimensional Modeling
Author: Ralph Kimball,Margy Ross
Publisher: John Wiley & Sons
ISBN: 1118732286
Category: Computers
Page: 600
View: 5567
Updated new edition of Ralph Kimball's groundbreaking book on dimensional modeling for data warehousing and business intelligence! The first edition of Ralph Kimball's The Data Warehouse Toolkit introduced the industry to dimensional modeling, and now his books are considered the most authoritative guides in this space. This new third edition is a complete library of updated dimensional modeling techniques, the most comprehensive collection ever. It covers new and enhanced star schema dimensional modeling patterns, adds two new chapters on ETL techniques, includes new and expanded business matrices for 12 case studies, and more. Authored by Ralph Kimball and Margy Ross, known worldwide as educators, consultants, and influential thought leaders in data warehousing and business intelligence Begins with fundamental design recommendations and progresses through increasingly complex scenarios Presents unique modeling techniques for business applications such as inventory management, procurement, invoicing, accounting, customer relationship management, big data analytics, and more Draws real-world case studies from a variety of industries, including retail sales, financial services, telecommunications, education, health care, insurance, e-commerce, and more Design dimensional databases that are easy to understand and provide fast query response with The Data Warehouse Toolkit: The Definitive Guide to Dimensional Modeling, 3rd Edition.