If you follow professional football, you are familiar with the message generally given to an aspiring player just before he is cut – “Coach wants to see you. Bring your playbook.” The playbook, that step-by-step guide to on-the-field success, is something that teams guard zealously.
Not all teams, however, maintain the secrecy of their playbooks, and the U.S. Government is a case in point. The Government actually publishes its playbook of bargaining techniques recommended for its contract negotiators. Like the Commandments Moses brought down from Mount Sinai, the Government playbook consists of 10 Rules. These Rules can be found in Chapter 6 of Volume 5 of the DoD’s Contract Pricing Reference Guides. The Rules are all reasonable and, in many ways, predictable. Because “Forewarned is forearmed,” here they are –
Continue Reading The Government’s Playbook – Your Guide to Uncle Sam’s Negotiating Techniques