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Seven secrets for negotiating with government [electronic resource] : how to deal with local, state, national, or foreign governments--and come out ahead / Jeswald W. Salacuse.

By: Contributor(s): Material type: TextTextPublication details: New York : AMACOM/American Management Association, c2008.Description: xi, 210 pISBN:
  • 9780814409725
Subject(s): Genre/Form: DDC classification:
  • 658.4/052 22
LOC classification:
  • HD58.6 .S257 2008
Online resources:
Contents:
The many ways of negotiating with governments -- Governments feel different: how negotiating with governments differs from negotiating with anybody else -- Getting ready to negotiate with a government -- The myth of the monolith: how government organization affects negotiations -- The political imperative: the special nature of government interests and how they affect negotiations -- Power tools for influencing government decisions -- Getting a little help from your friends: using third parties in government negotiations -- The deal is never done: renegotiating government agreements -- On the manner of negotiating with governments: some final advice.
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Includes bibliographical references (p. 199-204) and index.

The many ways of negotiating with governments -- Governments feel different: how negotiating with governments differs from negotiating with anybody else -- Getting ready to negotiate with a government -- The myth of the monolith: how government organization affects negotiations -- The political imperative: the special nature of government interests and how they affect negotiations -- Power tools for influencing government decisions -- Getting a little help from your friends: using third parties in government negotiations -- The deal is never done: renegotiating government agreements -- On the manner of negotiating with governments: some final advice.

Electronic reproduction. Ann Arbor, MI : ProQuest, 2018. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.

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