January 2008
Intermediate to advanced
224 pages
5h 39m
English
book
Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead
by Jeswald W. Salacuse
Content preview from Seven Secrets for Negotiating with Government: How to Deal with Local, State, National, or Foreign Governments—and Come Out Ahead
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• CHAPTER THREE •
Getting Ready to Negotiate with
a Government
‘‘Luck is wh at happens when preparation
meets opportunity.’’
—SENECA
In 1974, the Ford Foundation decided to set up a field office and
launch a development program in Sudan, a poor and vast African
nation whose secular government at the time seemed strongly
committed to realizing the country’s agricultural potential and im-
proving the lives of its people. The Foundation, for whom I had
been working in the Middle East for the previous three years,
asked me to establish the office and serve as its first representative
in the country. A first step in the process was to negotiate with the
Sudanese government a ‘‘country agreement’’ that would permit
the Ford Foundation to operate in Sudan and that
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.