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December 18,
2007 ( PowerHomeBiz ) - USA
--- 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. Government negotiations are a special concern
to entrepreneurs whose small, but growing businesses encounter new
opportunities and new sets of negotiations with each expansion.
(news continued below)
A secretarial business is ideal for a home-based setting. Through email, Web,
Distinguished author, professor and negotiation expert Jeswald W.
Salacuse understands the complexities that make dealing with the government
so different from private negotiation. As a highly-regarded authority in the
field and a member of the Council on Foreign Relations and the American Law
Institute, Salacuse lectures widely and advises governments, businesses,
universities, foundations, and international organizations.
In SEVEN SECRETS FOR NEGOTIATING WITH GOVERNMENT: How to Deal with Local,
State, National, or Foreign Governments—and Come Out Ahead (AMACOM; January
12, 2008; $24.95 Hardcover), 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.
Using real world examples ranging from negotiations with City Hall to the
Sudan, Salacuse reveals:
The six rules for getting ready to negotiate with governments How to land
government contracts How to develop 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
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 impasse and getting things done.”
—Professor Michael Wheeler, Class of 1952 Professor of Management
Practice at the Harvard Business School
About the Author:
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 Harvard Program on Negotiation.
Salacuse is the author of The Global Negotiator and Leading Leaders. His
previous book Leading Leaders was praised by William Ury, the author of
Getting to Yes and Getting Past No, as "a wise, practical, and lucid book.”
He lives in Cambridge, Massachusetts.
Title: SEVEN SECRETS FOR NEGOTIATING WITH GOVERNMENT
How to Deal with Local, State, National, or Foreign Governments —and Come
Out Ahead
By Jeswald W. Salacuse
ISBN: 978-0-8144-0908-4
Pub. Date: January 12, 2008
Price: $24.95 Hardcover
Pages: 224
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