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

GETTING A LITTLE HELP FROM YOUR FRIENDS 155

sources or will it instead view your approach as threatening and

therefore make it defensive?

2. Negotiation Support. In this role, the third person may un-

dertake a variety of tasks in support of your negotiation, such as

public relations, translation, media relations, or research. It is well

to remember that you need to manage and monitor these support-

ing services carefully, for they can complicate and even impede an

otherwise effective negotiation if they are not made part of an inte-

grated process.

3. Negotiating Agent. A third person may negotiate on your

behalf with the government department concerned. ...