The Global Negotiator
Making, Managing and Mending Deals Around the World in the Twenty-First Century
(Sprache: Englisch)
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...
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Klappentext zu „The Global Negotiator “
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.
Inhaltsverzeichnis zu „The Global Negotiator “
The Global NegotiatorThe 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
Autoren-Porträt von Jeswald W. Salacuse
Jeswald W. Salacuse
Bibliographische Angaben
- Autor: Jeswald W. Salacuse
- 324 Seiten, Maße: 16,1 x 24 cm, Gebunden, Englisch
- Verlag: St. Martins Press-3PL
- ISBN-10: 0312293399
- ISBN-13: 9780312293390
- Erscheinungsdatum: 01.07.2003
Sprache:
Englisch
Rezension zu „The Global Negotiator “
'...a comprehensive guide to handling all types of deals...' - Ft. Worth Morning Star Telegram 'This handbook offers advice covering the life of an international agreement...' - Theodore Kinni, Richmond Times-Dispatch 'Practical guidance for anyone involved in negotiating international deals, this book offers some useful models and advice and includes as an Appendix, a Global Negotiator's Checklist.' - Accountancy Ireland
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