by Jeswald W. Salacuse · AMACOM/American Management Association · tapa dura · ISBN 9780814409084
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«Seven Secrets for Negotiating with Government» is the negotiation guide by Jeswald W. Salacuse, published by AMACOM in hardback (210 pages, in English).
Explains why negotiating with local, state, national, or foreign public administrations differs from negotiating with companies. Analyzes bureaucracy, state power, and the hidden interests of government negotiators. With real examples, it offers guidelines for preparing negotiations, using third parties, and renegotiating agreements.
Originally published in 2008; includes bibliographic references (pp. 199-204) and index. A work in the field of business and economics.
Recommended for executives, entrepreneurs, and professionals who negotiate with the public sector.
