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.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Notes
Jeswald W. Salacuse, “Ten Ways Culture Affects Negotiating Style: Some Survey Results,” Negotiation Journal 14 (1998): 221–240.
See also Jeswald W. Salacuse, The Global Negotiator: Making, Managing, and Mending Deals around the World in the Twenty-First Century (New York: Palgrave Macmillan, 2003), 99.
Jack Welch and John A. Byrne, Jack: Straight from the Gut (New York: Warner Books, 2001), 366.
David Lax and James Sebenius, The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain (New York: Free Press, 1986), 354–355.
See James Q. Wilson, Bureaucracy: What Governments Do and Why They Do It (New York: Basic Books, 2000), 197.
Copyright information
© 2013 Jeswald W. Salacuse
About this chapter
Cite this chapter
Salacuse, J.W. (2013). Negotiating with Governments. In: Negotiating Life. Palgrave Macmillan, New York. https://doi.org/10.1057/9781137318749_7
Download citation
DOI: https://doi.org/10.1057/9781137318749_7
Publisher Name: Palgrave Macmillan, New York
Print ISBN: 978-1-137-39101-8
Online ISBN: 978-1-137-31874-9
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)