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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Almost everyone has faced the frustrating task of negotiating with a government-local, state, national, or foreign-at some point. Whether you are applying for a building permit from your local zoning board, trying to sell software to the U. S. Defense Department, seeking approval for a merger, or planning to set up a business in Limerick or Bangalore, you confront a unique set of challenges when dealing with any form of government. Distinguished author, professor, and negotiation expert Jeswald W. Salacuse provides expert guidance to allow individuals, companies, and organization to succeed at the very special task of negotiating with governments. In Seven Secrets for Negotiating with Government, he addresses the key challenges involved-from influencing bureaucracies to counter-balancing the apparently overwhelming 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 you recognize the often-hidden interests driving government negotiators and use that knowledge to your advantage. 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 impasses and getting things done."-Professor Michael Wheeler, Class of 1952 Professor of Management Practice at the Harvard Business School "This outstanding work is comprehensive yet concise in providing highly practical advice for successfully negotiating with government bodies of every type. It is a pleasure to read and provides easy to comprehend examples of the how and why of negotiating with the government, whether it be locally or in a foreign country. Truly a unique work of great value that covers every area I have encountered in more than a quarter century of negotiating with governments around the world. A true road map to success for every negotiation."-Alan R. Crain Jr., Senior Vice President & General Counsel, Baker Hughes Incorporated
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