“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)

• 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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