Almost everyone has faced the frustrating task of negotiating with government

Local, state, national, or foreign—at some point in their lives, almost everyone has encountered the challenge of negotiating with government entities. Whether they are applying for a building permit from their local zoning board, trying to sell software to the U.S. Defense Department, seeking approval for a merger, or planning to set up a business in Limerick or Bangalore, businesspeople confront a unique set of challenges when dealing with any form of government.

About the author and the book

Jeswald W. Salacuse, a distinguished author, professor, and negotiation expert, explains the ways in which negotiating with government is very different from private negotiation. In Seven Secrets for Negotiating with Government, he addresses the key variables involved—from the influence of bureaucracy to the perception of power on the government side of the negotiating table.

What the book offers

The only book of its kind, this invaluable guide offers succinct, realistic, and accessible advice to help readers recognize the often-hidden interests driving government negotiators and how to use that knowledge to their advantage. Filled with real-life examples, this book will show businesspeople everywhere how to navigate this complex world and win.