Government procurement has evolved in the past decade — it has become a system
that encourages negotiations after the receipt of proposals. The process can
be very elaborate or quite simple, and attorneys and contracting professionals
must fully understand the source selection process and how requirements may be
narrowed during the negotiations to gain or hold on to a share of the
government contract business.
Competitive Negotiation: The Source Selection Process, Third Edition
is the result of the partnership of The George Washington University Law
School Government Contracts Program and the CCH Business and Finance
Group. It is a thorough text, examining conventional and alternative
systems for competitive negotiations in light of current statutes, regulations
and case law. It discusses the distinct steps and laws behind the negotiation
process from the inception of the requirement for goods or services to the
award of the contract and the debriefing of the losing offerors.
Gain understanding of:
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The history of the award process and how the system has evolved
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Scoring techniques for selecting contractors
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Strategies used in oral and written negotiations
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Post-selection procedures
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Procedures initiated by the Federal Acquisition Regulation (FAR)to permit
streamlining
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Techniques and tools to develop proposals that offer the best value to satisfy
the call
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Decisional law and forums for challenging award contracts
Draw on the insight given by the authors — the pre-eminent authorities in
government contracting — the unbiased analysis of important case law and
decisions provides an overview of the current legal environment and helps you
put everything in perspective
