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Brexit Negotiations – The Danger Of “Goodwill” Concessions

Keir Starmer has said that EU citizens will retain the right to stay in the UK post Brexit, and that he would concede that in the negotiation with the EU representatives.

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The General Services Administration (GSA) may be revamping FedBizOpps.gov, the website where agencies publish solicitations, which many have said is long overdue for an overhaul. GSA issued the RFQ through the Alliant Small Business government-wide acquisition contract back in ...
A year after Britain voted to leave the European Union, it is still unclear how trade deals will impact public procurement. The European Parliament published a paper,  Consequences of Brexit in the Area of Public Procurement , that outlines four possible relationship models for ...
The Department of Energy (DOE) awarded grants to six companies to further its Exascale Computing Project, an initiative to build a supercomputer that would run 50 times faster than current supercomputers. A total of $258 million in research and development grants will be divided ...
The latest survey of government procurement professionals from intelligence firm Onvia show that state and local governments are struggling with insufficient time to prepare solicitations, short staffing, and difficulties with collaboration. According to  Route Fifty,  "Response ...
A five-year, $1 billion cybersecurity contract from the Department of Homeland Security (DHS) is moving forward after the Government Accountability Office (GAO) has denied a protest brought by Northrop. The contract to run its DOMino program was awarded to Raytheon, whose CEO ...
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“Public-private partnership (PPP) projects are gaining momentum globally as a means for delivering infrastructure. Government capabilities to prepare, procure, and manage such projects are important to ensure that the expected efficiency gains are achieved. No systematic data ...
One of the most satisfying projects I'm involved with these days is the George Cronin Award for Procurement Excellence, a national award for innovation presented by the National Association of State Procurement Officials. I saw a very insightful statement about negotiation in ...
The greatest concentration of potentially world-changing spending power does not lie in the hands of the global super-rich. It lies rather in the hands of public procurement staff working in national, regional and local governments around the world. In the OECD alone, the aggregate ...
  • Joseph I especially like you conclusion referencing "problem-solving" and "innovation generating". While knowing your BATNA at the outset is important, often it's about finding these win/win solutions (another Ury & Fry premise), your alluded to,  that avoids 'leaving money on ...

  • Joe - i think you make some great points here.  Negotiation on price without a real focus on total cost management is a fruitless exercise as we are still not looking at strategic opportunities to take out waste across an entire value chain. Unfortunately i think we're a long ...

  • food for thought - some private sector exemplars like Simon Nagata (previously Toyota's CPO now President) believes that negotiation is the tactic needed when one doesn't understand cost.  He'll quickly add, but one should never not understand cost.  Regardless, conventional ...

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  • @Jonathan O'Brien  just wrote a great post on the differences in negotiation in the public sector and private sector for contracting and procurement, particularly in the European context. What do people think of the differences that he cites and the solutions he provides?  ...

  • Commercial procurement practices, combined with performance-based acquisition techniques that combine outcomes with mission, has proven to be a great methodology for results and positive outcomes. Why can't we do more of this? ------------------------------ Jaime Gracia CEO ...

Featured Members

Jose Arrieta

Director, U.S. GSA's Office of IT Schedule Contract Operations

Jenny Doherty

Chief Procurement Officer,
Commonwealth Of PA

John (Jack) Pellegrino

Director, Purchasing & Contracting,
County Of San Diego

Dr. Steve Kelman

Professor of Public Management,
Harvard University

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