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

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ISBN-10: 0312293399

ISBN-13: 9780312293390

Edition: 2003 (Revised)

Authors: Jeswald W. Salacuse

List price: $39.99
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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 a variety of legal agreements; and by exploring the tranformations of the international business landscape over the last decade, The Global Negotiator is an invaluable tool for the international bus-iness person.
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Book details

List price: $39.99
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