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 business people everywhere how to navigate this complex world and win.
Seven Secrets for Negotiating with Government
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“‘Seven Secrets…’ is a no-nonsense books written in broad brushstrokes telling what it takes to become a profitable contractor for any level of government.” --Inland Empire Business Journal
"Regardless of where readers of this book live or their occupations, the government is present in all aspects of life—personally and professionally. Successfully negotiating with governments is of importance not just to businesspeople. The style in which Seven Secrets is written makes it accessible for the practitioner and layperson. The contents of this publication are well laid out and succinctly achieve the author’s goal. The scope includes examples from the United States and abroad giving it wide appeal and usefulness. For these reasons, this publication is appropriate for public, university, and even personal library collections." --Journal of Business and Finance Librarianship
Book 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.
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Crucial lessons about government negotiations,
This review is from: Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments--and Come Out Ahead (Hardcover)
Professor Jeswald W. Salacuse does a masterful job of presenting his techniques for negotiating with government units. He breaks down the negotiation process, and explains the hidden agendas common to all types and levels of governments - national, state, local or foreign. He buttresses his suggestions with actual examples of what has worked and what has failed. Whether you're going to City Hall or Capitol Hill, getAbstract recommends this manual to citizens and vendors alike. Salacuse's clear presentation will prepare you to get what you want, from a government contract to buy your jet plane to a permit to build a new patio.
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Inside This Book
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Key Phrases - Statistically Improbable Phrases (SIPs):
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François de Callières, negotiating with government, renegotiation clause, renegotiation process, prenegotiation phase, town planning board, government negotiators, motorcycle track, power purchase agreement, appropriate third party, right precedent Key Phrases - Capitalized Phrases (CAPs): (learn more)
Ford Foundation, United States, Salomon Brothers, Treasury Department, Lawrence Cement Company, Warren Buffett, Dabhol Power, Hudson Valley, Exxon Mobil, Ministry of Foreign Affairs, Defense Department, White House, Maharashtra State, Nicholas Brady, World Bank, Lord Wilberforce, Time Warner, New York, Air Force, General Electric, Foreign Ministry, Secretary Brady, Ministry of Education Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
François de Callières, negotiating with government, renegotiation clause, renegotiation process, prenegotiation phase, town planning board, government negotiators, motorcycle track, power purchase agreement, appropriate third party, right precedent Key Phrases - Capitalized Phrases (CAPs): (learn more)
Ford Foundation, United States, Salomon Brothers, Treasury Department, Lawrence Cement Company, Warren Buffett, Dabhol Power, Hudson Valley, Exxon Mobil, Ministry of Foreign Affairs, Defense Department, White House, Maharashtra State, Nicholas Brady, World Bank, Lord Wilberforce, Time Warner, New York, Air Force, General Electric, Foreign Ministry, Secretary Brady, Ministry of Education Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Surprise Me!
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