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Contents
Preface ix
Chapter 1. The Many Ways of Negotiating with
Governments 1
Chapter 2. Governments Feel Different: How
Negotiating with a Government Differs from
Negotiating with Anybody Else 21
Chapter 3. Getting Ready to Negotiate with a
Government 46
Chapter 4. The Myth of the Monolith: How Government
Organization Affects Negotiations 72
Chapter 5. The Political Imperative: The Special Nature
of Government Interests and How They
Affect Negotiations 101
Chapter 6. Power Tools for Influencing Government
Decisions 118
Chapter 7. Getting a Little Help from Your Friends:
Using Third Parties in Government
Negotiations 145
Chapter 8. The Deal Is Never Done: Renegotiating
Government Agreements 161
Chapter 9. On the Manner of Negotiating with
Governments: Some Final Advice 193
Notes 199
Index 205
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