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

• CHAPTER EIGHT •

The Deal Is Never Done

Renegotiating Government Agreements

‘‘Issuesare neversettledinthi s town.’’

—FORMER SECRETARY OFSTATE GEORGE P. SHULTZ

1

Despite lengthy negotiations, skilled drafting, and strict enforce-

ment mechanisms, parties to solemnly signed and sealed agree-

ments often find themselves returning to the bargaining table later

on to renegotiate their agreements. So a key challenge in negotiat-

ing any agreement is not just getting to yes, but also staying there.

The Tragedy of Life Struggling Against Form

The renegotiation of existing agreements is a constant in all areas

of life. Economic recessions or significant changes in prices invari-

ably lead to restructurings and workouts of thousands of negoti-

ated arrangements made ...