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

Name: Global Negotiator Making, Managing and Mending Deals Around the World in the Twenty-First Century
Price: 7.26 USD
Availability: InStock
ISBN: 9780312293390

ISBN-10: 0312293399

ISBN-13: 9780312293390

Edition: 2003 (Revised)

Authors: Jeswald W. Salacuse

List price: $40.99

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Description:

In today's global business environment, an executive must have the skills to navigate all stages of an international deal. The Global Negotiator provides business executives with exactly these skills and knowledge. Whereas most books on nego-tiation end when the deal is made, Jeswald Salacuse guides the reader from the first handshake through the intricacies of making an international joint venture succeed and prosper-or, should things go poorly, how to get 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, such as putting together letters of credit and…

Book details

List price: $40.99
Copyright year: 2003
Publisher: St. Martin's Press
Publication date: 7/4/2003
Binding: Hardcover
Pages: 320
Size: 6.50" wide x 9.50" long x 1.25" tall
Weight: 1.320
Language: English



Preface



The Global Negotiator



Global Deal Making



Negotiating Deals, Contracts, and Relationships



Seven Steps to Prepare for Global Deal Making



Seven Principles for Global Deal Making



Seven Special Barriers to Global Deal Making



Special Barrier No. 1: The Negotiating Environment



Special Barrier No. 2: Culture



Special Barrier No. 3: Ideology



Special Barrier No. 4: Foreign Organizations and Bureaucracies



Special Barrier No. 5: Foreign Governments and Laws



Special Barrier No. 6: Moving Money



Special Barrier No. 7: Instability and Sudden Change



Global Deal Managing



After the Contract, What? The Challenges of Deal Management



Power Tools for Global Deals



Global Deal Mending



Deal Stress



Renegotiating Existing Transactions



Deal-Mending Mediation



The Art of Deal Diplomacy



The Global Negotiator's Checklist



A Primer on International Business Transactions



Suggestions for Further Reading


Notes


Index