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“Commercial Diplomacy, the Private Sector,
and the Public Policy Process—An Interactive Relationship”

 


 

Outline 

 

PREFACE  
Introductory Comments On Need, Use, and Structure Of Text; Acknowledgments

 

PART 1      Foundations of Commercial Diplomacy  

Chapter 1            Introduction 

  • Conceptual Elements of Government, Business, and Interest Groups
    q       Comparison Table
  • A Brief History of Business-Government Relations (B-GR) in America

  • Commercial Diplomacy (CD)

  • The Commercial Diplomat

  • Relationship of CD to Government, Business, and Interest Groups
    q       Explanatory Figure

  • Challenges in Commercial Diplomacy

  • Summary Points for CD Professionals

 

Chapter 2            Government  

  • Responsibilities of Government—National, State, Local

  • Role of National Branches—Executive, Legislative, Judiciary,

  • Independent Commissions

  • Types of Policy Tools
    q       Voluntary
    q       Compulsory
    q       Mixed

  • Policy Tools/Instruments (Table)

q       Administrative Rules

q       Anti-Dumping Duties

q       Auction of Property Rights

q       Business Partner

q       Credit Programs

q       Direct Provision

q       Economic Manager

q       Employer

q       Export Subsidies

q       Family/Community

q       Financial Grants

q       Import Quotas

q       Information and Exhortation

q       Knowledge Institutions

 

q       Loans

q       Loan Guarantees

q       Local Content Rules

q       Private Markets

q       Professional Services

q       Public Enterprise

q       Purchaser

q       Regulation

q       Subsidies

q       Tariffs

q       Taxation

q       Voluntary Export Restraints

q       Voluntary Organizations

  • Objectives, Performance, Rewards—Organizational

  • Objectives, Performance, Rewards—Individuals

  • Summary Points for CD Professionals

Chapter 3            Business

  • Responsibilities of Business

  • Functions of Business
    q       Research and Development
    q       Legal
    q       Human Resources
    q       Planning
    q       Finance
    q       Marketing
    q       Manufacturing
    q       Purchasing
    q       International Operations
    q       Government Relations

  • Relationship of Business Functions to Government Activities (Table)

  • Objectives of Business (Table)
    q       Return on Investment
    q       Market Share
    q       Portfolio of Products
    q       Rationalization of Production
    q       Outstanding Reputation
    q       Price of Shares

  • Relationship of Business Objectives to Government Activities (Table)

  • The Multinational Corporation

  • Governance

  • Role of Management

  • Objectives, Performance, Rewards—Organizational

  • Objectives, Performance, Rewards—Individuals

  • Summary Points for CD Professionals

Chapter 4            Interest Groups

  • Foundations of Interest Groups/Non-Government Organizations (NGOs)

  • Types of Interest Groups (Table)
    q       List of Organization Types
    q       Business Groups
    q       Agriculture
    q       Legal, Government, Military
    q       Science, Engineering, Technical
    q       Education
    q       Social Welfare
    q       Health and Medicine
    q       Public Affairs
    q       Religion
    q       Veterans
    q       Unions

  • Business Groups (Table)
    q       Company Membership
    q         Peak, Commercial
    q         Peak, Industry
    q         Broad-Industry Specific
    q         Segment-Specific Industry
    q         Research
    q         Export Promotion
    q         Employer
    q         Single-Issue Coalition
    q         Cartels
    q       Individual Membership

  •  Businessmen Groups

  • Professional Societies

  • Functions of the Associations (Table)

  • Role of Association Leaders

  • Foreign Associations

  • Objectives, Performance, Rewards—Organizational

  • Objectives, Performance, Rewards—Individuals

  • Summary of Points for CD Professionals

Chapter 5            Stakeholders  

  • The Stakeholder Model

  • Sectors and Stakeholders

  • Business Firm Stakeholders
    q       Managers
    q       Employees
    q       Shareholders/Investors
    q       Customers
    q       Local Community
    q       Suppliers
    q       Other Business Partners
    q       Government and Regulators
    q       Civic Institutions
    q       Social Pressure Groups
    q       Media and Academic Commentators
    q       Trade Bodies
    q       Competitors 

  • A Second View—Individual Interests
    q       An Individual Stakeholder Interest
    q       Reconciling Individual and Organizational Interests
  • Stakeholder Management Strategies
    q       Collaborate
    q       Involve
    q       Define
    q       Monitor
  • Treating Stakeholder Interests
  • Summary Points for CD Professionals

 

PART 2          Managing and Advancing Stakeholder Interests  

Chapter 6            Political Strategies and Stakeholder Interests

  • General Introduction to Part 2

  • General Introductory Comments

  • Lobbying

  • Grassroots Campaigns

q       Principles of Effective Grass Roots Campaign

  • Testimony

  • Political Entrepreneurship

  • Electoral Strategies

  • Communications, and Public Advocacy
    q       Target Audiences

  • Judicial Strategies

  • Advisory Panels and Committees

  • Expert Opinion

  • Legislation, and Other Branch Actions

  • Summary Points for CD Professionals

Chapter 7            Lobbying

  • Nature of Lobbying—Information and Political Persuasion

  • Lobbying by Private Sector—Money, Votes, Political Action (PACs)

  • Lobbying by Federal Public Sector—Executive/Legislature

  • Lobbying by State and Local Sectors—Governors/Mayors

  • Lobbying Applications

  • Access

  • Timing

  • Allies

  • Lobby Regulations

  • Lobbyist Credentials

  • Summary Points for CD Professionals

Chapter 8            Coalition Building and Collective Action

  • Among Associations and Their Types

  • Professional Societies

  • Ad Hoc Coalitions

  • Consensus among Groups

  • Role of White Papers, Position Papers, and Amicus Briefs

  • Summary Points for CD Professionals

Chapter 9            Building Expert Opinion

  • Role of Experts/Shaping Their Views

  • Expert Opinion and Building Support

  • Summary Points for CD Professionals

Chapter 10            Government Actions

  • Executive Orders

  • Legislative Hearings/Passage

  • Commissions and Agencies—Hearings/Findings

  • Judicial Rulings

  • Summary Points for CD Professionals

Chapter 11            Mechanisms for Building Consensus

  • Informal Mechanisms and Policy Networks

  • Formal Mechanisms and Iron Triangles

  • Leadership of Trade Officials

  • Business Community Leadership Role

  • Summary Points for CD Professionals

Chapter 12            Molding Public Opinion

  • Impact of Public Opinion

  • Shaping Public Opinion

  • Public Affairs Organizations

  • The Public Relations Strategies
    q       The Press Interview, News Releases, and Conferences
    q       Speeches/Published Articles/Opinion Pieces
    q       Expert Testimony
    q       Newsletters
    q       Issue Advertising
    q       Personalized Communications
    q       Position Papers
    q       TV and Radio Interviews

  • Summary Points for CD Professionals

Chapter 13            Choosing Political Strategies

  • Why Choices Must Be Made

  • Effectiveness and Efficiency of Strategies

  • Benefit/Cost Ratios

  • The Wilson Matrix

  • Competency and Strategy

  • Summary Points for CD Professionals

 

PART 3          Managing Stakeholder Perspectives

Chapter 14            Issues and Crises

  • Introduction to Part 3

  • Issues Management
    q       Key Questions

  • Issues Cycle
    q       Sociopolitical Change
    q       Problem Definition/Research
    q       Organizations Established
    q       Policy Agenda Set
    q       Public-Policy Formalized
    q       Policy Enforcement
    q       Policy Challenges
    q       Cycle Renewed

  • Crisis Management Stages
    q       Warning
    q       Acute Crisis Stage
    q       Chronic Crisis
    q       Crisis Resolution

  • Reacting to Crisis
    q       9 Principles

  • Summary Points for CD Professionals

Chapter 15            The Executive Branch of Government

  • Relationships of the Issue/Crisis Cycle to the Executive

  • The Roles of Issue Managers in Trade Departments or Ministries

  • The Role of Issue Managers in Other Government Departments

  • The Role of Private Sector Liaison Managers

  • Summary Points for CD Professionals

Chapter 16            The Legislative Branch

  • Relationship to the Issue/Crisis Cycle to the Legislature

  • The Political Role of the Legislative Branch

  • q       Ideology

  • q       Bipartisanship and Coalition

  • q       Party Loyalties

  • The Legislative Role of the Legislative Branch

  • q       Legislative Staff

  • q       Legislative Voting Influences

  • The Relationship of Legislators and Their Trade Staff to Other Stakeholders

  • Summary Points for CD Professionals

Chapter 17            The Business Firm—The Enterprise Perspective

  • Relationship of the Issue/Crisis Cycle to the Firm

  • The Role of the Government Relations Manager
    q       Functions of Government Relations Manager

  • Relationship of Government Relations Manager to Business Units
    q       Scale and Scope of Government Relations

  • Lobbying the Executive versus Lobbying the Legislature

  • Informal and Formal Contact Networks

  • Levels of Competency

  • Performance

  • Summary Points for CD Professionals

Chapter 18            The Business Community—The Industry Perspective

  • Relationship of the Issue/Crisis Cycle to the Industry

  • The Role of Associations and Issue Coalitions
    q       Key Activities of Associations

  • Relationship of Associations to Member Enterprises
    q       Government Relations Committees

  • Relationship of Association Members as Ad Hoc Coalition Members
    q       Rules of Dual Membership

  • Summary Points for CD Professionals

Chapter 19            Interest Groups

  • Role of the Issue/Crisis Cycle to the NGOs

  • Growing Importance of Interest Groups in International Issues
    q       International
    q       Domestic

  • Some Recent Issues

  • Summary Points for CD Professionals

 

PART 4      Managing Government Relations in a Global Enterprise

Chapter 20            Globalization and the Nation’s Condition

  • Introduction to Part 4

  • Globalization

  • The Debate

  • Corporate Accountability

  •  The Nation’s Condition

  • The SEPTE Model
    q       Social
    q       Economic
    q       Political
    q       Technological
    q       Ecology

  • Ideological Continua

  • Economic/Political/Social Ideologies

  • Technological/Ecological Cores

  • Summary Points for CD Professionals

Chapter 21            Globalization and Commercial Diplomacy

  • The Global Arena

  • International Organizations—Business, Government, Interest Groups, Other

  • Primary Focus of CD Activity
    q       International Trade Regimes
    q       International Financial Regimes
    q       International Non-Market Regimes

  • The Commercial Diplomat at His/Her Best

  • Public Affairs Organizations
  • Summary Points for CD Professionals

Chapter 22            Managing International Business-Government Relations

  • International Stakeholder Relationships

  • Managing B-GR within the International Framework

  • Examples of Primary International Issues
    q       Trade in Financial Services
    q       Export and Import Controls
    q       Taxation Policy
    q       Intellectual Property Rights
    q       Technology Transfer
    q       Environmental Policy

  • Resolving International Issues

  • Summary Points for CD Professionals

Chapter 23            Ethics and Commercial Diplomacy

  • Theoretical Ethical Systems

  • A Practical Professional Approach

  • Summary Points for CD Professionals

Chapter 24    Integrating Business-Government Relations Knowledge and Skills

  • What Has Been Learned

  • Applying Knowledge and Skills

  

NOTE:      (1)    Notes will appear at the end of each chapter, and a Short Bibliography will be given at the end of the text.

 

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