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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



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Seven Secrets for Negotiating with Government: How to Deal with Local, State, National or Foreign Governments-and Come Out Ahead by Jeswald W Salacuse
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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 business people everywhere how to navigate this complex world and win.

Author Biography

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).
Release date NZ
January 1st, 2008
Country of Publication
United States
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