Seven Secrets for Negotiating with Government: How to Deal with Local, State, National or Foreign Governments-and Come Out Ahead
How to Deal with Local, State, National, or Foreign Governments-and Come Out Ahead
Will be published approx. on 16. February 2008
Book
Hardback
224 pages
978-0-8144-0908-4 (ISBN)
Description
Almost everyone has faced the frustrating task of negotiating with government - local, state, national, or foreign - at some point in their lives. Whether they are applying for a building permit from their local zoning board, trying to sell software to the U. S. Defense Department, looking for approval for a merger, or planning to set up a business in Limerick or Bangalore, businesspeople confront a unique set of challenges when dealing with any form of government. Distinguished author, professor and negotiation expert Jeswald W. Salacuse explains the ways in which negotiating with government is very different from private negotiation. In Seven Secrets for Negotiating with Government, he addresses the key variables involved - from the influence of bureaucracy to the perception of power on the government side of the negotiating table. The only book of its kind, this invaluable guide offers succinct, realistic, and accessible advice to help readers recognize the often-hidden interests driving government negotiators and how to use that knowledge to their advantage. Filled with real-life examples, this book will show businesspeople everywhere how to navigate this complex world and win.
More details
Edition
Special ed.
Language
English
Place of publication
New York
United States
Target group
Professional and scholarly
Dimensions
Height: 92 mm
Width: 62 mm
Thickness: 8 mm
Weight
1 gr
ISBN-13
978-0-8144-0908-4 (9780814409084)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Jeswald W. Salacuse (Cambridge, MA) is the Henry J. Braker Professor of Law at The Fletcher School of Law and Diplomacy at Tufts University. He also teaches executive training programs sponsored by the Harvard Program on Negotiation. Salacuse is the author of The Global Negotiator and Leading Leaders (978-0-8144-0855-1).
Content
Contents
Preface ix
Chapter 1. The Many Ways of Negotiating with
Governments 1
Chapter 2. Governments Feel Different: How
Negotiating with a Government Differs from
Negotiating with Anybody Else 21
Chapter 3. Getting Ready to Negotiate with a
Government 46
Chapter 4. The Myth of the Monolith: How Government
Organization Affects Negotiations 72
Chapter 5. The Political Imperative: The Special Nature
of Government Interests and How They
Affect Negotiations 101
Chapter 6. Power Tools for Influencing Government
Decisions 118
Chapter 7. Getting a Little Help from Your Friends:
Using Third Parties in Government
Negotiations 145
Chapter 8. The Deal Is Never Done: Renegotiating
Government Agreements 161
Chapter 9. On the Manner of Negotiating with
Governments: Some Final Advice 193
Notes 199
Index 205
Preface ix
Chapter 1. The Many Ways of Negotiating with
Governments 1
Chapter 2. Governments Feel Different: How
Negotiating with a Government Differs from
Negotiating with Anybody Else 21
Chapter 3. Getting Ready to Negotiate with a
Government 46
Chapter 4. The Myth of the Monolith: How Government
Organization Affects Negotiations 72
Chapter 5. The Political Imperative: The Special Nature
of Government Interests and How They
Affect Negotiations 101
Chapter 6. Power Tools for Influencing Government
Decisions 118
Chapter 7. Getting a Little Help from Your Friends:
Using Third Parties in Government
Negotiations 145
Chapter 8. The Deal Is Never Done: Renegotiating
Government Agreements 161
Chapter 9. On the Manner of Negotiating with
Governments: Some Final Advice 193
Notes 199
Index 205