The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century

The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century

by Jeswald W. Salacuse
     
 

In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W.

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Overview

In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

Product Details

ISBN-13:
9780312293390
Publisher:
St. Martin's Press
Publication date:
07/04/2003
Edition description:
REV
Pages:
320
Product dimensions:
6.43(w) x 9.42(h) x 1.00(d)

Related Subjects

Table of Contents

Preface
1The Global Negotiator1
2Negotiating Deals, Contracts, and Relationships7
3Seven Steps to Prepare for Global Deal Making29
4Seven Principles for Global Deal Making43
5Seven Special Barriers to Global Deal Making73
6Special Barrier No. 1: The Negotiating Environment77
7Special Barrier No. 2: Culture89
8Special Barrier No. 3: Ideology117
9Special Barrier No. 4: Foreign Organizations and Bureaucracies127
10Special Barrier No. 5: Foreign Governments and Laws145
11Special Barrier No. 6: Moving Money165
12Special Barrier No. 7: Instabiliy and Sudden Change179
13After the Contract, What? The Challenges of Deal Management193
14Power Tools for Global Deals205
15Deal Stress223
16Renegotiating Existing Transactions229
17Deal-Mending Mediation257
18The Art of Deal Diplomacy267
App. AThe Global Negotiator's Checklist273
App. BA Primer on International Business Transactions277
App. CSuggestions for Further Reading291
Notes299
Index307

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