Seven Secrets for Negotiating with Government
How to Deal with Local, State, National, or Foreign Governments--and Come Out Ahead
Author: Jeswald W. Salacuse
Pub Date: January 2008
Print Edition: $24.95
Print ISBN: 9780814409084
Page Count: 224
e-Book ISBN: 9780814409725
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Seven Secrets For Negotiating with Government
How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead
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. Government negotiations are a special concern to entrepreneurs whose small, but growing businesses encounter new opportunities and new sets of negotiations with each expansion.
Distinguished author, professor and negotiation expert Jeswald W. Salacuse understands the complexities that make dealing with the government so different from private negotiation. As a highly-regarded authority in the field and a member of the Council on Foreign Relations and the American Law Institute, Salacuse lectures widely and advises governments, businesses, universities, foundations, and international organizations. In SEVEN SECRETS FOR NEGOTIATING WITH GOVERNMENT: How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead (AMACOM 2008), 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.
Using real world examples ranging from negotiations with City Hall to the Sudan, Salacuse reveals:
• The six rules for getting ready to negotiate with governments
• How to land government contracts
• How to develop productive working relationships with government regulators affecting your business
• The best way to secure government permits
• When to use third parties like advisors and mediators in government negotiations
Filled with real-life examples, this book will show businesspeople everywhere how to navigate this complex world and win.
“When it comes to negotiation, one size does not fit all. Special insight and skill is essential to winning regulatory approvals, government grants, and broad based support for public-private initiatives. Jes Salacuse’s Seven Secrets for Negotiating with Government is packed with wise counsel for breaking impasse and getting things done.”
—Professor Michael Wheeler, Class of 1952 Professor of Management Practice at the Harvard Business School
About the Author:
Jeswald W. Salacuse 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. His previous book Leading Leaders was praised by William Ury, the author of Getting to Yes and Getting Past No , as "a wise, practical, and lucid book.” He lives in Cambridge, Massachusetts.
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