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.
Author(s): Jeswald W. Salacuse
Edition: 1
Year: 2003
Language: English
Pages: 320
Cover......Page 1
Contents......Page 7
Preface......Page 9
1 The Global Negotiator......Page 10
Part I Global Deal Making......Page 14
2 Negotiating Deals, Contracts, and Relationships......Page 16
3 Seven Steps to Prepare for Global Deal Making......Page 38
4 Seven Principles for Global Deal Making......Page 52
5 Seven Special Barriers to Global Deal Making......Page 82
6 Special Barrier No. 1: The Negotiating Environment......Page 86
7 Special Barrier No. 2: Culture......Page 98
8 Special Barrier No. 3: Ideology......Page 126
9 Special Barrier No. 4: Foreign Organizations and Bureaucracies......Page 136
10 Special Barrier No. 5: Foreign Governments and Laws......Page 154
11 Special Barrier No. 6: Moving Money......Page 174
12 Special Barrier No. 7: Instability and Sudden Change......Page 188
Part II Global Deal Managing......Page 200
13 After the Contract, What? The Challenges of Deal Management......Page 202
14 Power Tools for Global Deals......Page 214
Part III Global Deal Mending......Page 230
15 Deal Stress......Page 232
16 Renegotiating Existing Transactions......Page 238
17 Deal-Mending Mediation......Page 266
18 The Art of Deal Diplomacy......Page 276
Appendix A: The Global Negotiator’s Checklist......Page 282
Appendix B: A Primer on International Business Transactions......Page 286
Appendix C: Suggestions for Further Reading......Page 300
Notes......Page 308
C......Page 316
F......Page 317
I......Page 318
O......Page 319
T......Page 320
Z......Page 321
