The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century FROM THE PUBLISHER
To Succeed in Business Today, You Must be a global negotiator. Now, more than ever before, the globalization of business requires executives in large firms and small to make deals with companies around the world, to work effectively with partners and customers in many countries, and to resolve disputes productively with foreign affiliates and governments. The basic tool for handling each of these tasks is negotiation. The Global Negotiator provides managers, lawyers, executives, and government officials with a comprehensive guide to handling all kinds of negotiations from start to finish in the new era of global business. Drawing on his more than thirty years of experience around the world, Jeswald Salacuse explains how to develop strategies for closing profitable deals from Bogota to Beijing, how to maintain them to your advantage once the contract is signed, and how to save them when they are threatened by conflict with foreign partners or hostile action by governments. Salacuse illustrates each of his principles and techniques with numerous real-life examples from every area of business. Being a global negotiator means not only that you are able to negotiate deals around the world, but also that you have the skills to handle the entire transaction from start to finish. Whereas most books on negotiation end when the contract is signed, The Global Negotiator guides you throughout the whole life of the deal, from the first handshake with a potential foreign partner to the final liquidation of a joint venture you no longer need.
SYNOPSIS
Seeing international business deals as a continuing negotiation that is always in danger of breaking down, Salacuse (law, Tufts U.) sees international deals as requiring skills in deal making, managing, and mending. He offers advice on each of these stages in turn, dealing with topics of organizational culture, law, and economics. Annotation ©2004 Book News, Inc., Portland, OR
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