Download Seven Secrets for Negotiating with Government: How to Deal by Jeswald W. Salacuse PDF

By Jeswald W. Salacuse

Virtually every body has confronted the not easy activity of negotiating with govt - neighborhood, country, nationwide, or international - at some point soon of their lives. whether or not they are utilising for a construction let from their neighborhood zoning board, attempting to promote software program to the U. S. security division, searching for acclaim for a merger, or making plans to establish a company in Limerick or Bangalore, businesspeople confront a distinct set of demanding situations while facing any type of government.Distinguished writer, professor and negotiation professional Jeswald W. Salacuse explains the ways that negotiating with executive is particularly assorted from inner most negotiation. In "Seven secrets and techniques for Negotiating with Government", he addresses the foremost variables concerned - from the impact of paperwork to the conception of strength at the govt facet of the negotiating desk. the single booklet of its variety, this precious advisor bargains succinct, lifelike, and available recommendation to assist readers realize the often-hidden pursuits using executive negotiators and the way to exploit that wisdom to their virtue. jam-packed with real-life examples, this publication will convey enterprise humans all over the place the way to navigate this complicated international and win.

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Additional resources for Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments--and Come Out Ahead

Sample text

Rules over Rhetoric Because of the importance of rules in your negotiations with governments, it is often vital to find a rule that justifies what you are seeking in your negotiation. The fact that no rule prohibits what you are asking may not be enough to convince the officials sitting across the table. If a government department is presented with two possible courses of action, one that is clearly authorized by the ................. 16580$ $CH2 08-24-07 08:41:24 PS PAGE 36 37 GOVERNMENTS FEEL DIFFERENT prevailing law or regulation and the other only vaguely permitted, that department will almost always favor the first and look dubiously on the second.

In order to protect the government department concerned from accusations of unfairness, arbitrariness, or corruption, the department will defend itself by showing that it has followed the rules in all respects, not by demonstrating that the deal is economically efficient. As a result, the process of conducting a negotiation according to the rules often becomes an end in itself. Because the rules on negotiations have such a central place in negotiations with governments, it is important for private individuals and companies to understand the laws and regulations affecting the governmental .................

It is this factor that makes us feel that we are in a weak bargaining position when we sit across the table from a government negotiator. It is this factor that makes us feel like supplicants, rather than negotia- ................. 16580$ $CH2 08-24-07 08:41:05 PS PAGE 24 25 GOVERNMENTS FEEL DIFFERENT tors, in our dealing with governments. It is also this factor that tends to color the whole interaction between the government and the private party throughout the course of the negotiation. One can readily understand then why pharmaceutical companies, having to deal with the monopoly power of government to secure approvals to sell drugs to the public, did not want to face that same government monopoly power in actually selling drugs to Medicare subscribers.

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