Seven Secrets for Negotiating With Government: How To Deal With Local, State, National, Or Foreign Governments--and Come Out Ahead by Jeswald SalacuseSeven Secrets for Negotiating With Government: How To Deal With Local, State, National, Or Foreign Governments--and Come Out Ahead by Jeswald Salacuse

Seven Secrets for Negotiating With Government: How To Deal With Local, State, National, Or Foreign…

byJeswald Salacuse

Hardcover | January 9, 2008

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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.
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).
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Title:Seven Secrets for Negotiating With Government: How To Deal With Local, State, National, Or Foreign…Format:HardcoverDimensions:224 pages, 1 × 1 × 1 inPublished:January 9, 2008Publisher:AmacomLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0814409083

ISBN - 13:9780814409084

Reviews

Editorial Reviews

"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 ''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"