ABSTRACT
In this chapter, the author discusses the context for offsets that refers to the defence sector. Through the author's years of involvement in both policy formulation and implementation, she has realised that there is plenty of effort and attention into policy formulation but there is lack of commitment and follow-through when it comes to the actual implementation of policy. The chapter discusses the role and function of an offsets management authority (OMO). It discusses each stage of this implementation process in detail. The chapter focuses on the importance of negotiation in the context of offsets practice. It discusses the three stages of offsets negotiation and the skills required of an offsets manager in offsets negotiation. Although the author has approached the topic of negotiation from a government angle, this discussion is applicable to anyone including companies that are negotiating offsets.
