The global negotiator : making, managing, and mending deals around the world in the twenty-first century
Author(s)
Bibliographic Information
The global negotiator : making, managing, and mending deals around the world in the twenty-first century
Palgrave Macmillan, 2003
- : hbk
Available at 6 libraries
  Aomori
  Iwate
  Miyagi
  Akita
  Yamagata
  Fukushima
  Ibaraki
  Tochigi
  Gunma
  Saitama
  Chiba
  Tokyo
  Kanagawa
  Niigata
  Toyama
  Ishikawa
  Fukui
  Yamanashi
  Nagano
  Gifu
  Shizuoka
  Aichi
  Mie
  Shiga
  Kyoto
  Osaka
  Hyogo
  Nara
  Wakayama
  Tottori
  Shimane
  Okayama
  Hiroshima
  Yamaguchi
  Tokushima
  Kagawa
  Ehime
  Kochi
  Fukuoka
  Saga
  Nagasaki
  Kumamoto
  Oita
  Miyazaki
  Kagoshima
  Okinawa
  Korea
  China
  Thailand
  United Kingdom
  Germany
  Switzerland
  France
  Belgium
  Netherlands
  Sweden
  Norway
  United States of America
Note
Includes bibliographical references (p. [291]-298) and index
Description and Table of Contents
Description
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.
Table of Contents
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
by "Nielsen BookData"