Originally Posted by
TED74
As long as you think this negotiation is about awarding the MEC or negotiators anything, you and I will not find agreement.
I'm also not well versed in what tactics have or haven't woked in the past, having been in the military and oblivious throughout the "lost decade". But I'll also say I never chose my military tactics for a new threat based solely on what tactics worked against a different threat in the past.
Show me a negotiating environment in the past that mirrors this one? If you anchor your expectations in the past (or try to get us to), you'll achieve an embarrassing and historically mediocre contract.
Fine. Don't use history solely. How about using some of it? You need to study this business. It ain't the military. I'll save you time though, but you'll have to trust me. I've been in this business for nearly 22 years and nobody has pulled off the trick yet. Bait and switch does not work.