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

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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.

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Editorial Reviews

From the Publisher
"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

"...a comprehensive guide to handling all types of deals...."—Ft. Worth Morning Star-Telegram, 6/30/03

"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.

Ft. Worth Morning Star-Telegram
"…a comprehensive guide to handling all types of deals…."
Richmond Times-Dispatch Theodore Kinni

This handbook offers advice covering the life of an international agreement...
Roger Fisher

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.
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Product Details

  • ISBN-13: 9780312293390
  • Publisher: St. Martin's Press
  • Publication date: 7/4/2003
  • Edition description: REV
  • Pages: 320
  • Sales rank: 1,505,746
  • Product dimensions: 6.43 (w) x 9.42 (h) x 1.00 (d)

Meet 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.

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Table of Contents

1 The Global Negotiator 1
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: Instabiliy and Sudden Change 179
13 After the Contract, What? The Challenges of Deal Management 193
14 Power Tools for Global Deals 205
15 Deal Stress 223
16 Renegotiating Existing Transactions 229
17 Deal-Mending Mediation 257
18 The Art of Deal Diplomacy 267
App. A The Global Negotiator's Checklist 273
App. B A Primer on International Business Transactions 277
App. C Suggestions for Further Reading 291
Notes 299
Index 307
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