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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106 SEVEN SECRETS FOR NEGOTIATING WITH GOVERNMENT
4. Make your negotiations problem-solving exercises. A ne-
gotiation is most productive when both people see it as a way to
solve a common problem, rather then a contest of wills or a debate
over positions.
5. Create options together. Once interests are out in the open,
suggest options that will satisfy those interests. Unlike a position
that can be satisfied only by its acceptance, an interest can often
be advanced in several different ways. Thus, if the negotiators in
the Egyptian case had recognized and discussed in an open way
the political implications of a settlement, they might have devel-
oped
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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.