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Commercial Investment Real Estate Mar/Apr 2011 Johnson & Mahoney	The GSA Way Government leases can be lucrative -- if you know the rules.
Commercial Investment Real Estate Nov/Dec 2012 John Culbertson	Negotiate to Win Hard work is the secret to closing a deal.
HBS Working Knowledge September 26, 2005 Mallory Stark	What Perceived Power Brings to Negotiations An interview with Kathleen McGinn, co-author of Perceived Relative Power and its Influence on Negotiations, on how new research can help managers be better negotiators.
Commercial Investment Real Estate Jul/Aug 2010 Steven Heller	Beyond the LOI This article is a checklist of common-sense considerations to get the tenant signed up, into its space, and writing rent checks.
Commercial Investment Real Estate Mar/Apr 2008 Jim Van Dellen	Terms of Agreement The author compares interest-based negotiation to hard-nosed negotiation. Effective negotiation is about building profitable and sustainable relationships.
Commercial Investment Real Estate Nov/Dec 2011	CCIM Connections Members and instructors comment on commercial real estate curriculum offerings, including the two-day Advanced Negotiation Workshop.
Entrepreneur May 2007 Marc Diener	Turn the Tables Do you hate to negotiate? It's time to learn to love it.
HBS Working Knowledge July 9, 2007 Davis & Malhotra	Five Steps to Better Family Negotiations Family relationships are complicated, even more so when your uncle, mother, or daughter is your business partner.
Searcher June 2001 Seymour Satin	Negotiating: From First Contact to Final Contract The information professional's job description changes so rapidly from day to day, it's hard to keep up. From researcher to Web designer to information guru, the latest skill set all information professionals need is how to negotiate...
National Defense July 2005 Dorn McGrath	When Are Defense Contracts In Effect `Non-Defense'? For several years, Congress has been concerned that the Defense Department's use of "assisting" procurement agencies and other contracting vehicles has concealed poor acquisition planning or attempts to circumvent limits placed on funding.
National Defense August 2010 McQuade & Jack	New Rule Proposed For Organizational Conflicts of Interest The Defense Department issued a proposed rule to amend the Defense Federal Acquisition Regulation Supplement to impose uniform guidance and tighten existing regulations on organizational conflicts of interest.
IndustryWeek November 1, 2008 Nick Zubko	Powers of Persuasion Successful negotiators each have their own unique approach, but they also have a few things in common.
National Real Estate Investor February 1, 2005 David Cunningham	Avoid Traps In Government Leases Due to the unique terms and conditions contained in government leases, buyers of office buildings where the government is already a tenant often face a steep learning curve.
Entrepreneur May 2004 Marc Diener	Keep 'Em Coming A deal that goes smoothly just might lead to future opportunities. Here's how to pave the way.
National Defense December 2011 Moorhouse & Jack	Frivolous Bid Protests Come With Risks The government and contractors both invest heavily in the lead up to contract formation, and both are expected to behave ethically towards one another with complete integrity.
HBS Working Knowledge February 14, 2005 Lawrence Susskind	Striking a Deal with a Difficult Negotiator One of the trickiest aspects of negotiation is figuring out how to deal with an individual who cannot be convinced by the merits of evidence or arguments. The article uses a sales call as an example.
Military & Aerospace Electronics March 2005 Peter Ostrow	Buying test equipment under GSA schedules Those in the military, federal agencies, federal contractors, as well as a state and local government agencies should give serious thought to buying electronic test and measurement equipment using General Services Administration schedules, which offer volume discount pricing with direct-delivery.
HBS Working Knowledge December 22, 2003 Kathleen L. McGinn	Negotiation and All That Jazz Negotiation is improvisational -- demanding quick, informed responses and decisions. Harvard professor Kathleen L. McGinn lays out the score in this article.
Job Journal June 27, 2004	Working Wounded: Keys to Negotiating Success Having a few aces up your sleeve can help your negotiation strategy at work.
Commercial Investment Real Estate Sep/Oct 2008 Michael G. Ramsey	Experience Pays Qualified ground lease lenders can help borrowers save time and money.
HBS Working Knowledge March 11, 2015 Michael Blanding	How Do You Grade Out as a Negotiator? Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed.
HBS Working Knowledge July 31, 2006 Bazerman & Malhotra	When Not to Trust Your Gut Most of us trust our intuition more than we should, especially when the pressure is on in negotiations.
HBS Working Knowledge March 6, 2006 Deepak Malhotra	Four Strategies for Making Concessions In business, most people understand that negotiation is a matter of give-and-take: You have to be willing to make concessions to get concessions in return. But the process of making concessions is easier said than done.
National Defense May 2010 Dorn C. McGrath	Contractors Must Begin to Update Integrity Database The National Defense Authorization Act of 2009 now requires the government to develop and maintain an information system containing specific information on the integrity and performance of federal contractors and grantees.
National Defense May 2005 Dorn McGrath	Misconduct Unrelated to Federal Contracts Could Lead To Suspension or Debarment Front-page stories on Enron, Arthur Andersen and WorldCom should make evident that failure to fully integrate corporate compliance throughout the company could prove fatal to government business.
HBS Working Knowledge April 5, 2004 Deepak Malhotra	Six Ways to Build Trust in Negotiations All negotiations involve risk. That's why establishing trust at the bargaining table is crucial. The author presents strategies to build trustworthiness.
Commercial Investment Real Estate Sep/Oct 2010 Jennifer Norbut	Redefining GSA Leases The U.S. General Services Administration's Public Buildings Service announced that it was revising its leasing processes. The end goal: To make it easier for private-sector landlords to deal with the government.
Commercial Investment Real Estate Jan/Feb 2012 Canon & Fenbert	The Potential Impact of Lease Accounting Changes on Corporate Real Estate Decision-Making With the goal of improving lease information transparency and comparability, the new standards could have residual effects on the way in which companies form decisions regarding their real estate needs.
HBS Working Knowledge August 8, 2005 Elizabeth A. Mannix	Negotiating as a Team The widespread belief in "strength in numbers" suggests that having more players on your team should be a benefit, not a burden. But this belief can lead to a common mistake -- team members underpreparing for negotiations.
CIO October 15, 2001 Joe Kendall	Negotiation Skills People tend to think of negotiation as the alternative to competition. Yet to be a successful negotiator, you need to train, practice and have a game plan...
HBS Working Knowledge May 29, 2006 Lawrence Susskind	Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology negotiations.
National Real Estate Investor April 1, 2003 MacKichan & Walsh	Homeland Security -- For D.C. Office Market With net absorption down and vacancy rates up for the second consecutive year, 2002 was tense for many owners and investors in the Washington, D.C., office market.
Inc. April 2009	How to: Become a Government Contractor The federal government is about to start spending hundreds of billions of dollars to stimulate the economy - some directly, some passed through to the states. And some of that money will go to small companies.
Commercial Investment Real Estate Sep/Oct 2008	Creative Office Option One Certified Commercial Investment Member (CCIM) finds opportunity in local GSA expansion.
National Real Estate Investor May 29, 2003	Lend Lease to Exit Real Estate Investments Operations Lend Lease Corp. today announced that it plans to exit its real estate investment operations in the United States and some European-based groups.
Commercial Investment Real Estate Mar/Apr 2012 Suzanne D. Reifman	Gov't Issues What should owners know about federal tenants?
Inc. May 2009	How to Get a Good Deal on a Lease A prospective tenant has a great deal of leverage at the moment. Use these tips to negotiate your next lease.
HBS Working Knowledge January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
Military & Aerospace Electronics April 2008	State and Local Spending on GSA Technology Schedule Increases 45 Percent in 2007 United States General Services Admnistration (GSA) Technology Schedule spending grew in 2007 with the top contractors being Verizon Wireless, DLT Solutions, HPTi, and Mythics Inc.
National Defense March 2012 Jacob Pankowski	Take Heed of Post-Employment Restrictions The new Defense Acquisition Regulation System clause requires offers on Defense Department contracts to represent that all covered ex-department officials expected to work on any resulting contract are in compliance with all post-employment restrictions.
National Defense November 2014 Tompkins et al.	Executive Orders Require Vendors' Attention While the use of executive orders and the federal procurement process to implement non-procurement policy are not new phenomena, contractors should consider these issues with renewed focus.
HBS Working Knowledge March 8, 2010	Sharpening Your Skills: Successful Negotiation Recent research from Harvard Business School looks at important factors to consider before sitting down at the bargaining table.
National Defense August 2011 D'Agostino & Jack	New Rule Proposed For Organizational Conflicts of Interest On April 26, the government proposed major changes to rules concerning organizational conflicts of interest under the Federal Acquisition Regulation.
National Defense October 2011 Steve Epstein	Defense Department Contractors May See New Hiring Regulations A proposed Defense Department regulation, if implemented, will substantially change how contractors hire, oversee and track certain former civilian and military personnel.
Job Journal September 9, 2007 Marty Nemko	Quick Fix: Make $1000 in Five Seconds Repeating the 'Echo Technique' could prove worthwhile -- especially in salary negotiations.
CIO December 1, 2002 Lafe Low	A Lesson on Leasing Leasing IT equipment can be an attractive (and cost-effective) alternative to buying it -- if you study these lessons.
Entrepreneur August 2007 Mark Henricks	Well, Honestly! Two new business books: Truth, by marketing consultant Lynn Upshaw, shows how to use more integrity-based marketing... No, by Jim Camp, teaches the art of the tactful no in the negotiation process.
Inc. September 2004 Bobbie Gossage	Real Estate Now With vacancy rates higher than they've been in 10 years, the optimal time to sign a lease is right now. Here are some things to consider before you negotiate, or renegotiate, a commercial lease.
National Real Estate Investor November 1, 2002 Beth Mattson-Teig	A Closer Look Corporate chicanery, missed earnings and a slow, painful economic recovery have forced net lease professionals to question the creditworthiness of potential clients like never before.
AskMen.com Dimitri A.C. Ly	Salary Negotiation Myths Here is the truth behind five salary negotiation myths that have kept honest workers from getting the remuneration they deserve.