The Global Negotiator

Making, Managing and Mending Deals Around the World in the Twenty-First Century

By: Jeswald W. Salacuse

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Hardcover | 4 July 2003 | Edition Number 1

At a Glance

Hardcover
320 Pages

Dimensions(cm)
24.13 x 16.51 x 3.18

Hardcover

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In the global business environment of 2003, 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 "The Global Negotiator" is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Salacuse guides 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. By illustrating the many ways in which an international deal may falter and the methods parties can use to save it by providing the necessary technical knowledge to structure specific business transactions, such as letters of credit and a variety of legal agreements and by exploring the tranformations to the international business landscape over the last decade "The Global Negotiator" should be a useful tool to the international business person.

Industry Reviews

'...a comprehensive guide to handling all types of deals...' - Ft. Worth Morning Star Telegram 'This handbook offers advice covering the life of an international agreement...' - Theodore Kinni, Richmond Times-Dispatch 'Practical guidance for anyone involved in negotiating international deals, this book offers some useful models and advice and includes as an Appendix, a Global Negotiator's Checklist.' - Accountancy Ireland

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You Can Find This Book In

Non-Fiction Business & Management Business Communication & Presentation Business Negotiation International Business Management & Management Techniques Economics International Economics International Finance International Trade

Preface	p. viii
The Global Negotiator	p. 1
Global Deal Making
Negotiating Deals, Contracts, and Relationships	p. 7
Seven Steps to Prepare for Global Deal Making	p. 29
Seven Principles for Global Deal Making	p. 43
Seven Special Barriers to Global Deal Making	p. 73
Special Barrier No. 1: The Negotiating Environment	p. 77
Special Barrier No. 2: Culture	p. 89
Special Barrier No. 3: Ideology	p. 117
Special Barrier No. 4: Foreign Organizations and Bureaucracies	p. 127
Special Barrier No. 5: Foreign Governments and Laws	p. 145
Special Barrier No. 6: Moving Money	p. 165
Special Barrier No. 7: Instability and Sudden Change	p. 179
Global Deal Managing
After the Contract, What? The Challenges of Deal Management	p. 193
Power Tools for Global Deals	p. 205
Global Deal Mending
Deal Stress	p. 223
Renegotiating Existing Transactions	p. 229
Deal-Mending Mediation	p. 257
The Art of Deal Diplomacy	p. 267
The Global Negotiator's Checklist	p. 273
A Primer on International Business Transactions	p. 277
Suggestions for Further Reading	p. 291
Notes	p. 299
Index	p. 307
Table of Contents provided by Ingram. All Rights Reserved.

The Global Negotiator

Making, Managing and Mending Deals Around the World in the Twenty-First Century

At a Glance

Hardcover

Industry Reviews

Shipping

How to return your order

Defective items

You Can Find This Book In

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