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
     
 

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ISBN-10: 0312293399

ISBN-13: 9780312293390

Pub. Date: 07/04/2003

Publisher: St. Martin's Press

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.

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
Sales rank:
1,185,417
Product dimensions:
6.43(w) x 9.42(h) x 1.00(d)

Related Subjects

Table of Contents

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

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