You are negotiating a major contract with the federal government for a G.P.S. Navigation system that only your company makes. The product has been battle tested in numerous actual war time conditions during the past few years. You are the lead negotiator for your company. You know that the individual representing the U.S. Government is adept at saving the government money on acquisitions of high tech equipment that companies like the one you represent make.
- Discuss the critical behaviors that you should be mindful of during the negotiating process with the industry members in the scenario. Justify your response.
- Compare the fundamental differences between negotiating contracts with the federal government and a personal negotiation in which one is purchasing a new home or a new car.
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