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Sometimes, we who work in the public sector - at all levels - can get very tired of all the bureaucracy that we have to deal with on a daily basis. We can get frustrated with all the layers of approval that we have to interact with just to get something productive done. At the ...
I was enjoying a day off last Friday, so we have a lot of catching up to do on government contracting news and notes.  It’s time for a special two-week super-sized edition of the   SmallGovCon Week in Review . In this edition, the GAO looks at NASA’s investigations of contractor ...
In a recent report, called Design and Acquisition of Software for Defense Systems, the Defense Science Board (DSB) has raised its influential voice on behalf of a move by the Department of Defense towards greater use of agile development approaches for software being developed ...
The owner of a 1/120th interest was presumed to control a company under the SBA’s affiliation rules. You read that right.  In a recent size appeal decision, the SBA Office of Hearings and Appeals held that where 120 owners each held one share of stock in a company,   all 120 ...
The Department of Defense (DoD) is doubling down on its intent to award a massive 10 year, $10 billion contract to a single cloud provider, and the decision is generating quite the debate across the #govcon wires. At stake for industry is whether and how they get involved ...
  • ​Wisconsin DOA State Bureau of Procurement has a very cool IT Procurement "Best Practice Playbook" that gets into negotiating IT contracts.  Contact sara.redford@wisconsin.gov.  I am looking for an IT negotiation checklist with clauses, what they mean and ideal position.  Can't ...

  • How to create negotiation playbooks.How to link negotiation levers to playbooks. ------------------------------ srinivas challagulla Ascentix ------------------------------

  • Joe, while I agree that your approach promises to find better opportunities to achieve results favorable to both parties, traditional win-lose negotiators still exist. How do you personally know when you need to shift to more traditional negotiation approaches, including BATNA ...

  • Excellent article ! Dear Joe, can I use your words (using a quote from you, of course, formula) in my own article or lectures ? Thank you in advance ! From a cynic to another one with cynicism ... what else can we done ? ------------------------------ Ovidiu Slimac President ...

  • A cynical view (what else from a cynic):  BATNA LEVERS ARE NOT STRATEGIC – SIGNALS OLD-FASHIONED, PRICE HAGGLING, GAME PLAYING / POWER BASED NEGOTIATIONS - Professor Joe Sandor – Michigan State University BATNA Definition - Best Alternative to a Negotiated Agreement ...

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  • This sounds like a great event.  Thanks for putting this together.  Definitely think there is a lot to learn about sustainable purchasing. ------------------------------ Raj Sharma Public Spend Forum Washington DC ------------------------------