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

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

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viii CONTENTS

Chapter 9. On the Manner of Negotiating with

Governments: ...