Closed Negotiations—Out with the Poker Playersby Thomas R. Chamberland, US Army Corps of Engineers, South, Pacific Div, San Francisco, CA, USA,
Abstract: The paper describes the closed negotiation process employed by one owner/client, the U. S. Army Corps of Engineers, in procuring firm, fixed price design service contracts. Although not defined as such within U. S. Government circles, the author considers this process closed negotiations. This paper details the step-by-step negotiation process employed by the author in former positions with the U. S. Army Corps of Engineers, Europe Division. It starts from project authorization and concludes at the signature of both parties on the design services contract.
Subject Headings: Negotiation | Federal government | Pricing | Project management | Construction industry | Europe
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