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

• CHAPTER SEVEN •

Getting a Little Help from

Your Friends

Using Third Parties in Government Negotiations

‘‘What needwe have anyfriends, if we shouldne’er have

need of ’em?They werethe most needless creatures living,

if we sh ouldne’erhave usefor ’em.’’

—WILLIAMSHAKESPEARE, TIMON OF ATHENS

A few years ago, Reebok, the international sports shoe manufac-

turer, wanted to renegotiate the terms of its contract with one of

its major distributors. When the distributor refused, Reebok ap-

proached a non-competing manufacturer whose products were

also handled by the same distributor and asked it to help persuade

the distributor to listen to reason. Fearful that a festering conflict

between Reebok and the distributor would have negative conse-

quences for the distribution ...