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

by Jeswald W. Salacuse

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 Publishing Group
Publication date:	07/04/2003
Edition description:	REV
Pages:	320
Product dimensions:	6.14(w) x 9.21(h) x 0.75(d)

About the Author

Jeswald W. Salacuse is a professor of law at the Fletcher School of Law and Diplomacy, Tufts University. He also teaches executive training programs sponsored by the Harvard Program on Negotiation. He is author of 11 books, including Making Global Deals and The Art of Advice. He lives outside of Boston, MA.

Table of Contents

	Preface	viii
1.	The Global Negotiator	1
Part I	Global Deal Making
2.	Negotiating Deals, Contracts, and Relationships	7
3.	Seven Steps to Prepare for Global Deal Making	29
4.	Seven Principles for Global Deal Making	43
5.	Seven Special Barriers to Global Deal Making	73
6.	Special Barrier No. 1: The Negotiating Environment	77
7.	Special Barrier No. 2: Culture	89
8.	Special Barrier No. 3: Ideology	117
9.	Special Barrier No. 4: Foreign Organizations and Bureaucracies	127
10.	Special Barrier No. 5: Foreign Governments and Laws	145
11.	Special Barrier No. 6: Moving Money	165
12.	Special Barrier No. 7: Instability and Sudden Change	179
Part II	Global Deal Managing
13.	After the Contract, What? The Challenges of Deal Management	193
14.	Power Tools for Global Deals	205
Part III	Global Deal Mending
15.	Deal Stress	223
16.	Renegotiating Existing Transactions	229
17.	Deal-Mending Mediation	257
18.	The Art of Deal Diplomacy	267
Appendix A	The Global Negotiator's Checklist	273
Appendix B	A Primer on International Business Transactions	277
Appendix C	Suggestions for Further Reading	291
	Notes	299
	Index	307

Editorial Reviews

This unique, outstanding guidebook breaks down the intricacies of international negotiations into understandable segments and provides the tools to ensure success in the creation, management, and remediation of international deals.” —Library Journal, Best Business Books 2003

“This handbook offers advice covering the life of an international agreement...” —Theodore Kinni, Richmond Times-Dispatch

“The Global Negotiator: Making, Managing, and Mending Deals Around the World is a unique and outstanding work filled with practical advice for anyone faced with negotiating a transnational deal or having to address issues that arise before, during or after the negotiation. I wish that Professor Salacuse's valuable book would have been available when I first began traveling the world to negotiate with governments and international entities over 25 years ago. This highly useful and easy to comprehend work provides a wealth of knowledge, normally gained only through years of success and failure in complex negotiations. Professor Salacuse breaks down the complexity of negotiations into understandable segments, providing the tools to ensure success in the creation,
management and remediation of any type of international deal. This is a work that all professionals who are involved in global deal making should study and review every time they are involved in any part of an international transaction. The 'go to' resource for all global deal makers.” —Alan R. Crain, Jr., Vice President & General Counsel, Baker Hughes Incorporated

“This is the best book I know to help business negotiators expand their skills to meet the needs of negotiating internationally. It is a volume filled with wisdom, useful tools, and sound advice.” —Roger Fisher, Director, Harvard Negotiation Project, Co-author Getting to Yes.

From the Publisher