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

INDEX 209

political interests

of constituents, 108

importance in negotiation,

104–106

rules for dealing with, 116

separate entities of, 106–107

types of, 108–110

politicians, negotiating with, 88

post-deal renegotiation, 165–169

contractual constraints, 166

distinguishing factors, 165–167

obligation for, 166

process guidelines, 167–169

power, see negotiating power

precedent

in absence of rules, 123

finding the right, 125–127

historical, 125

need for relevance, 126

need for specificity, 126

negotiating power of, 121–124

as protection against opponents,

123–124

sources of, 127

prenegotiation, 65–66

building relationships, 68

consulting key players, 69–70

developing alliances, ...