Synopses & Reviews
Whether you are seeking a building permit from city hall or a multimillion dollar contract from the U.S. Defense Department, you have to negotiate to get what you want. Although governments around the world employ millions of people whose stated jobs are to rigidly "regulate," "authorize," "direct," or "approve" transactions with the public, the secret is that all governments will negotiate with you about anything if you know how to approach them. Rather than sitting hat-in-hand, waiting for a government decision, effective proactive negotiation will enable you make the kind of profitable deals with governments that will maximize your interests. Seven Secrets for Negotiating with Government gives you the tools you need to come out ahead in dealing with all government offices from a village council to a presidential palace. Negotiating with a government is not like negotiating with private persons and companies. For one thing, governments have special powers that no private person has, but they are also subject to special constraints in the way they use those powers. For another, governments pursue very different interests in negotiations from those that a private company might seek. A first and fundamental challenge for any person negotiating with a government is to understand those special powers, constraints, and interests, and to use them in shaping a winning strategy. With the right guidance, you can prepare for, meet, and succeed at the difficult challenges of dealing with government departments at all levels - and walk away from the table a winner. As a chaired professor and former Dean of the Fletcher School of Diplomacy at Tufts University and a faculty member of the Harvard Project on Negotiation, Jeswald Salacuse is a widely recognized expert in the field of negotiation. In this book, he explains how to understand and analyze the often hidden interests driving government negotiators and how to use that knowledge to achieve your goals. The only book of its kind, Seven Secrets for Negotiating with Government offers realistic and accessible advice whether you are asking a local government official for permission to hold a block party or a Chinese ministry to start a business in Shanghai. Using real-world examples drawn from City Hall to the Sudan, Salacuse reveals: * Ways to gain access to government officials and organizations * A seven-step system for getting ready to negotiate with governments * How to determine and use government interests to your advantage * Power tools for influencing government decisions * Methods for developing productive working relationships with government regulators affecting your business * The best way to secure government permits * When to use third parties like advisors and mediators in government negotiations The government may have more power than you, but it does not necessarily have the upper hand. This invaluable book provides the power tools that will help anyone level the playing field and achieve even the toughest goals. Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University. Formerly Dean of the Fletcher School and of the Southern Methodist University School of Law, he has practiced law with a Wall Street law firm, directed a research institute in the Congo, has been president of professional organizations, and served as a Ford Foundation executive in the Middle East and Africa. He has spent fifteen years living abroad, and has observed firsthand, as well as participated directly in, negotiations in over fifty countries. He is a member of the faculty of the Harvard Program on Negotiation, and regularly teaches negotiation to executives and lawyers in major corporations and firms. A director of several mutual funds listed on the New York Stock Exchange and president of an international arbitration tribunal, Salacuse is a member of the Council on Foreign Relations, and has served as a consultant to multinational corporations, universities, law firms, and international organizations. His books include Leading Leaders, The Global Negotiator, The Wise Advisor, and Making Global Deals. He lives in Cambridge, Massachusetts.
"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
Distinguished author, professor, and negotiation expert Jeswald A. Salacuse addresses the specific challenges involved when negotiating with government, and offers succinct, realistic, and accessible advice that will help businesspeople everywhere navigate this complex world- and win.
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.
“‘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
Almost everyone has faced the frustrating task of negotiating with a government-local, state, national, or foreign-at some point. Whether you are applying for a building permit from your local zoning board, trying to sell software to the U. S. Defense Department, seeking approval for a merger, or planning to set up a business in Limerick or Bangalore, you confront a unique set of challenges when dealing with any form of government. Distinguished author, professor, and negotiation expert Jeswald W. Salacuse provides expert guidance to allow individuals, companies, and organization to succeed at the very special task of negotiating with governments. In Seven Secrets for Negotiating with Government, he addresses the key challenges involved-from influencing bureaucracies to counter-balancing the apparently overwhelming 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 you recognize the often-hidden interests driving government negotiators and use that knowledge to your advantage. Filled with real-life examples, this book will show businesspeople everywhere how to navigate this complex world and win. "When it comes to negotiation, one size does not fit all. Special insight and skill is essential to winning regulatory approvals, government grants, and broad-based support for public-private initiatives. Jes Salacuse's Seven Secrets for Negotiating with Government is packed with wise counsel for breaking impasses and getting things done."-Professor Michael Wheeler, Class of 1952 Professor of Management Practice at the Harvard Business School "This outstanding work is comprehensive yet concise in providing highly practical advice for successfully negotiating with government bodies of every type. It is a pleasure to read and provides easy to comprehend examples of the how and why of negotiating with the government, whether it be locally or in a foreign country. Truly a unique work of great value that covers every area I have encountered in more than a quarter century of negotiating with governments around the world. A true road map to success for every negotiation."-Alan R. Crain Jr., Senior Vice President & General Counsel, Baker Hughes Incorporated
About the Author
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).
Table of Contents
Chapter 1. The Many Ways of Negotiating with
Chapter 2. Governments Feel Different: How
Negotiating with a Government Differs from
Negotiating with Anybody Else 21
Chapter 3. Getting Ready to Negotiate with a
Chapter 4. The Myth of the Monolith: How Government
Organization Affects Negotiations 72
Chapter 5. The Political Imperative: The Special Nature
of Government Interests and How They
Affect Negotiations 101
Chapter 6. Power Tools for Influencing Government
Chapter 7. Getting a Little Help from Your Friends:
Using Third Parties in Government
Chapter 8. The Deal Is Never Done: Renegotiating
Government Agreements 161
Chapter 9. On the Manner of Negotiating with
Governments: Some Final Advice 193