Salacuse | Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments-And Come Out Ahead | Buch | 978-0-8144-0908-4 | sack.de

Buch, Englisch, 224 Seiten, Format (B × H): 163 mm x 231 mm, Gewicht: 458 g

Salacuse

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


Special
ISBN: 978-0-8144-0908-4
Verlag: HARPERCOLLINS LEADERSHIP

Buch, Englisch, 224 Seiten, Format (B × H): 163 mm x 231 mm, Gewicht: 458 g

ISBN: 978-0-8144-0908-4
Verlag: HARPERCOLLINS LEADERSHIP

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.

Salacuse Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments-And Come Out Ahead jetzt bestellen!

Autoren/Hrsg.

Salacuse, Jeswald

Fachgebiete

Weitere Infos & Material

Contents Preface ix Chapter 1. The Many Ways of Negotiating with Governments 1 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 Government 46 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 Decisions 118 Chapter 7. Getting a Little Help from Your Friends: Using Third Parties in Government Negotiations 145 Chapter 8. The Deal Is Never Done: Renegotiating Government Agreements 161 Chapter 9. On the Manner of Negotiating with Governments: Some Final Advice 193 Notes 199 Index 205

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