The global negotiator : making, managing, and mending deals around the world in the twenty-first century
著者
書誌事項
The global negotiator : making, managing, and mending deals around the world in the twenty-first century
Palgrave Macmillan, 2003
- : hbk
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注記
Includes bibliographical references (p. [291]-298) and index
内容説明・目次
内容説明
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.
目次
The Global Negotiator The New Environment for Global Negotiations: From the Government Model to the Deal Model So What is the Deal Anyway? Negotiations and the Deal in Global Business PART I: GLOBAL DEAL MAKING Seven Principles of Deal Making Seven Barriers to International Deals Overcoming Barriers to Deal Making Seven Basic Types of Global Deals PART II: DEAL MANAGING After the Contract What? The Challenges of Deal Management How Should the Lamb Negotiate with the Lion? The Strategies and Tactics of Power in Global Business Negotiating the Cultural Gap in Global Business Rules for Deal-Managing Negotiations PART III: DEAL MENDING The Sources of Conflict in International Business Redoing the Deal: Renegotiations, Restructuring and Workouts in Global Business Helpful Meddlers: Using Third Persons to Mend the Deal When All Else Fails: Arbitration and Litigation in Global Business
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