The global negotiator : making, managing, and mending deals around the world in the twenty-first century /

The global negotiator : making, managing, and mending deals around the world in the twenty-first century /

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"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. Jeswald Salacuse explains how to develop strategies for closing profitable deals from...

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Bibliographic Details
Main Author: Salacuse, Jeswald W
Format: Book
Language:English
Published: New York : Palgrave Macmillan, 2003
New York ; Houndmills, England : 2003
Edition:1st ed
Subjects:
Negotiation in business > Handbooks, manuals, etc
Negotiation in business
Handbooks and manuals
Handbooks, manuals, etc
Table of Contents:
  • The global negotiator
  • 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
  • After the contract, what? : the challenges of deal management
  • Power tools for global deals
  • Deal stress
  • Renegotiating existing transactions
  • Deal-mending mediation
  • The art of deal diplomacy
  • 1 The Global Negotiator
  • 2. Negotiating Deals, Contracts, and Relationships
  • 3. Seven Steps to Prepare for Global Deal Making
  • 4. Seven Principles for Global Deal Making
  • 5. Seven Special Barriers to Global Deal Making
  • 6. Special Barrier No. 1: The Negotiating Environment
  • 7. Special Barrier No. 2: Culture
  • 8. Special Barrier No. 3: Ideology
  • 9. Special Barrier No. 4: Foreign Organizations and Bureaucracies
  • 10. Special Barrier No. 5: Foreign Governments and Laws
  • 11. Special Barrier No. 6: Moving Money
  • 12. Special Barrier No. 7: Instabiliy and Sudden Change
  • 13. After the Contract, What? The Challenges of Deal Management
  • 14. Power Tools for Global Deals
  • 15. Deal Stress
  • 16. Renegotiating Existing Transactions
  • 17. Deal-Mending Mediation
  • 18. The Art of Deal Diplomacy
  • App. A. The Global Negotiator's Checklist
  • App. B. A Primer on International Business Transactions
  • App. C. Suggestions for Further Reading.
  • 1 The Global Negotiator
  • 2. Negotiating Deals, Contracts, and Relationships
  • 3. Seven Steps to Prepare for Global Deal Making
  • 4. Seven Principles for Global Deal Making
  • 5. Seven Special Barriers to Global Deal Making
  • 6. Special Barrier No. 1: The Negotiating Environment
  • 7. Special Barrier No. 2: Culture
  • 8. Special Barrier No. 3: Ideology
  • 9. Special Barrier No. 4: Foreign Organizations and Bureaucracies
  • 10. Special Barrier No. 5: Foreign Governments and Laws
  • 11. Special Barrier No. 6: Moving Money
  • 12. Special Barrier No. 7: Instabiliy and Sudden Change
  • 13. After the Contract, What? The Challenges of Deal Management
  • 14. Power Tools for Global Deals
  • 15. Deal Stress
  • 16. Renegotiating Existing Transactions
  • 17. Deal-Mending Mediation
  • 18. The Art of Deal Diplomacy
  • App. A. The Global Negotiator's Checklist
  • App. B. A Primer on International Business Transactions
  • App. C. Suggestions for Further Reading.

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