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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206 INDEX
constraints on governments
(continued)
constituents as, 38–40
legal, 43
negotiation rules as, 33–38
political imperatives as, 41–42,
43
consultants, as sources of prece-
dent, 127
contracts, see also draft agree-
ments
adaptation clause, 175
imperfect, 178
respect for, 187
stability of, 169–170
Corcoran, Tommy, 96, 114, 151
Corrigan, Gerald, 73, 81
corruption
facilitated by accountability, 16
facilitated by discretion, 16
facilitated by monopoly, 16
protecting against, 60
as risk in negotiation, 15
Corruption Perception Index, 15
credibility, as negotiator’s re-
source, 153
culture, as barrier in relationships,
138–139
Dabhol Power Project
background, 179–180
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