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Negotiating Contracts With Integrity and Accountability

Corey Rindner, Procurement Executive, Department of State. Negotiating Contracts With Integrity and Accountability. Thursday, November 20 11:40 am – 12:40 pm. What is negotiation? Do all cultures negotiate the same way? What is the Government negotiating culture?. Background.

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Negotiating Contracts With Integrity and Accountability

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  1. Corey Rindner, Procurement Executive, Department of State Negotiating Contracts WithIntegrity and Accountability Thursday, November 20 11:40 am – 12:40 pm

  2. What is negotiation? Do all cultures negotiate the same way? What is the Government negotiating culture? Background

  3. Honesty and fair dealings Enforcing integrity Answerable for results Agreements that work for both parties Integrity and Accountability

  4. Self Within the team Between the teams Separate the people from the problem Focus on interests, not positions Generate possibilities, then decide Levels of Negotiation

  5. Opening Action Close Phases of Negotiation

  6. Multiplex Feedback Shorten the message Shorten the medium Change sender/receiver Eliminate static Be creative Improving Communication

  7. Active listening Transactional analysis Hidden assumptions Body language Improving Listening

  8. Legitimacy Precedent Risk taking Commitment Expertise Deadline Tactics

  9. Higher authority Straw issues Funny money Playing dumb Escalation Agenda Recess Tactics

  10. Negotiation is mutual problem solving through effective, honest, and accountable communication.

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