Seven Secrets for Negotiating with Government

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A negotiation expert provides the blueprint for overcoming the special challenges of doing business with government.

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 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 Program on Negotiation. Salacuse is the author of The Global Negotiator and Leading Leaders. He is also a member of the Program on Negotiation’s Executive Committee.

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