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Negotiating with Governments

In: Negotiating Life

Author

Listed:
  • Jeswald W. Salacuse

Abstract

All of us have to negotiate with a government sooner or later. Whether you’re seeking a building permit from the town to put an addition on your house, a reduced tax penalty at the end of an IRS audit, permission from the state to open a charter school, or a contract to sell software to the US Department of Defense, you need to negotiate to get what you want. Although you may not think of these interactions as negotiations, and the bureaucrats on the other side of the desk rarely will call them that, virtually anytime you deal with a local, state, federal, or foreign government you are negotiating.

Suggested Citation

  • Jeswald W. Salacuse, 2013. "Negotiating with Governments," Palgrave Macmillan Books, in: Negotiating Life, chapter 7, pages 73-92, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-137-31874-9_7
    DOI: 10.1057/9781137318749_7
    as

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