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

208 INDEX

mandate (continued)

securing of, 49–50

temporary nature of, 51

mediators, as third parties, 157

Medicare drug benefits negotia-

tion, 6

Meir, Golda, 140

Monti, Mario, 32

negotiated decisions, 17

negotiated rulemaking, 9–10

negotiating power

defined, 118–119

of framing, 142–143

of ‘‘no surprises,’’ 133–134

of precedent, 121–127

of prenegotiations, 134–137

of relationships, 137–142

of written materials, 127–133

negotiation

about rules, 36

to achieve transactions, 7

bilateral and multilateral, 6

de Callie

`

res’ rules, 193–198

defined, 11, 104

discretion in, 12–16

enlisting help of other govern-

ments, 27

fairness as goal, 35

interests as key, 104–106

with monopoly provider ...