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 NINE •
OntheMannerofNegotiating
with Governments: Some Final
Advice
‘‘And yet I may hazard a guess thatthere is perhapsno
employment in a ll hi s Majesty’sservice more difficult to
discha rgethan thatofnegotiation.’’
—FRANC
¸
OIS DE CALLIE
`
RES
Nearly three hundred years ago, Franc
¸
ois de Callie
`
res, a distin-
guished French diplomat, wrote one of the first practical manuals
on negotiating with governments in a book entitled De la manie
`
re
de ne
´
gocier avec les souverains, translated into English as On the
Manner of Negotiating with Princes.
1
Originally published in
1716, the book is still considered a model introduction to the sub-
ject. While de Callie
`
res’s language may sound quaint to us today
and while his fundamental concern was with the use
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