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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INDEX 207
ernment, 48, 55–57, 119–
121, 122
Ford, Gerald, 91
foundation relationships, 187
framing
defined, 142
negotiating power of, 142–143
of renegotiation, 191
Galbraith, John Kenneth, 72
General Electric
and Dabhol Power Project, 112–
113, 179
Honeywell negotiation, 32, 84
George, Henry, 118
gifts, policy for, 62
government
ability to mobilize popular sup-
port, 28
access to, see government access
challenging authority of, 31
de Callie
`
res’ rules for negotiat-
ing with, 193–198
dependence on constituents,
38–40
as ‘‘ghost negotiator,’’ 2
immunity of, 26–27
organizational analysis, 76–78
physical manifestations, 75–76
power of acting in public inter-
est, 27–29
power
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