Summary of Seven Secrets for Negotiating with Government

How to Deal With Local, State, National, or Foreign Governments - and Come Out Ahead

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Seven Secrets for Negotiating with Government book summary
Whether you sell tanks or need a zoning permit, you can optimize your negotiations with government and get what you want.


9 Overall

10 Applicability

9 Innovation

8 Style


Professor Jeswald W. Salacuse does a masterful job of presenting his techniques for negotiating with government units. He breaks down the negotiation process, and explains the hidden agendas common to all types and levels of governments – national, state, local or foreign. He buttresses his suggestions with actual examples of what has worked and what has failed. Whether you’re going to City Hall or Capitol Hill, getAbstract recommends this manual to citizens and vendors alike. Salacuse’s clear presentation will prepare you to get what you want, from a government contract to buy your jet plane to a permit to build a new patio.

In this summary, you will learn

  • How to use seven secrets to negotiate with government entities;
  • How to muster the best processes and persuasive tactics; and
  • When you will need a draft agreement, a lawyer or a renegotiation.


You Can’t Always Get What You Want
All governments rely on some form of negotiation to get things done. Since governments control society’s power, they define negotiations based on how they want to deal with private citizens or companies. Government officials rarely see themselves as being...
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About the Author

Jeswald W. Salacuse is a law professor and former dean at the Fletcher School of Law and Diplomacy at Tufts University, and a faculty member of the Harvard Program on Negotiation. Former dean of the Southern Methodist University School of Law, he has participated in and observed negotiations in more than 50 countries. His books include Leading Leaders, The Global Negotiator, The Wise Advisor and Making Global Deals.

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Contained in Knowledge Pack:

  • Knowledge Pack
    Savvy negotiators go for the win-win – or if that fails, they go for the jugular.

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