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Seven Secrets for Negotiating with Government

How to Deal With Local, State, National, or Foreign Governments - and Come Out Ahead

Jeswald W. Salacuse

AMACOM, 2008

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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.

Summary

You Can’t Always Get What You Want

All governments rely on some form of negotiation to get things done. Since governments control society’s power, they define negotiations based on how they want to deal with private citizens or companies. Government officials rarely see themselves as being on an equal footing with another negotiating party. Instead, their governments “direct” and “authorize” agreements to maintain the power imbalance that gives them authority. Four parties drive government negotiations:

The governmental unit’s representatives – These officials have the legislative, judicial or executive authority to act on behalf of the government. In 2005, the U.S. had 88,000 federal, state and local governmental units, employing 19 million people. Worldwide, you can negotiate with 192 sovereign governments.
Individuals and groups – People, companies and constituent groups constantly come in contact with government either to seek permission to undertake an initiative, or to reduce or eliminate some penalty. For example, when individuals negotiate with the IRS, taxes are at stake. Public colleges and hospitals interact...

About the Author

Jeswald W. Salacuse is a law professor and former dean at the Fletcher School of Law and Diplomacy at Tufts University, and a faculty member of the Harvard Program on Negotiation. Former dean of the Southern Methodist University School of Law, he has participated in and observed negotiations in more than 50 countries. His books include Leading Leaders, The Global Negotiator, The Wise Advisor and Making Global Deals.

Seven Secrets for Negotiating with Government

How to Deal With Local, State, National, or Foreign Governments - and Come Out Ahead

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You Can’t Always Get What You Want

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