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

225 Pages·2008·1.84 MB·English

by  Jeswald W. Salacuse

Seven Secrets for
Negotiating with
Government
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Seven Secrets for
Negotiating with
Government
How to Deal with Local, State,
National, or Foreign Governments –
and Come Out Ahead
Jeswald W. Salacuse
American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco
Shanghai • Tokyo • Toronto • Washington, D.C.
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LibraryofCongressCataloging-in-PublicationData
Salacuse,JeswaldW.
Sevensecretsfornegotiatingwithgovernment:howtodealwithlocal,state,national,
orforeigngovernments—andcomeoutahead/JeswaldW.Salacuse.
p. cm.
Includesbibliographicalreferencesandindex.
ISBN-13:978–0-8144–0908–4
ISBN-10:0–8144–0908–3
1.Negotiationinbusiness.2.Businessandpolitics.I.Title.
HD58.6.S2572008
658.4’052—dc22 2007022411
(cid:2)2008JeswaldW.Salacuse.
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For Anna and Miles
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PAGEvi
Contents
Preface ix
Chapter1. The ManyWaysofNegotiatingwith
Governments 1
Chapter2. GovernmentsFeelDifferent:How
NegotiatingwithaGovernmentDiffersfrom
NegotiatingwithAnybody Else 21
Chapter3. GettingReady toNegotiatewitha
Government 46
Chapter4. TheMythoftheMonolith:HowGovernment
OrganizationAffectsNegotiations 72
Chapter5. The PoliticalImperative:TheSpecialNature
ofGovernmentInterestsandHow They
AffectNegotiations 101
Chapter6. PowerTools forInfluencing Government
Decisions 118
Chapter7. GettingaLittleHelpfromYourFriends:
Using ThirdPartiesinGovernment
Negotiations 145
Chapter8. The DealIsNeverDone:Renegotiating
GovernmentAgreements 161
vii
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viii CONTENTS
Chapter 9. OntheMannerofNegotiatingwith
Governments:SomeFinalAdvice 193
Notes 199
Index 205
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Preface
The purpose of this book is to help you succeed in your dealings
with governments. It is based on three fundamental propositions.
First,theprimarymethodforindividualsandorganizationstodeal
with governments is negotiation. Second, negotiations with gov-
ernments are different from other kinds of negotiations. Third,
despite vast differences in cultures and political systems, all gov-
ernments—local, state, national, and foreign—perceive and con-
duct negotiations in similar ways. This book takes the view that
negotiating with governments, a vital and virtually constant task
for most organizations and many individuals today, constitutes a
distincttypeofnegotiationthatdemandsspecialskills,techniques,
andstrategies.
A government has been defined as an institution having a mo-
nopolyovertheuseofforceinasociety.Thatmonopolygivesita
position of power in any negotiation that no private company or
individual ever has. Indeed, many government officials who deal
with private individuals and organizations would deny that what
theydo is‘‘negotiation.’’According to them,governments decide,
direct,orauthorize;theydon’tnegotiate.Afundamentalchallenge
indealing withanygovernment therefore ishowto overcomethis
real or perceived imbalance of power at the bargaining table.
Whereas discussions of negotiation in many books and articles
presuppose a model of two individuals with equal bargaining
power, that model hardly ever exists in negotiations with govern-
ments.
ix
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