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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.
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.
2 Follows the whole process from first handshake to the end of the venture - most books on negotiation end when the deal is made; Salacluse guides the reader through successful and unsuccessful outcomes
3 Provides a checklist for use in deal-making which takes the reader through preparation, opening moves, negotiating dynamics and the end game
4 Written by an active consultant and public lecturer who teaches executive programs sponsored by the prestigious Harvard Program on Negotiation
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
| Erscheinungsjahr: | 2003 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | Gebunden |
| ISBN-13: | 9780312293390 |
| ISBN-10: | 0312293399 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | HC gerader Rücken kaschiert |
| Einband: | Gebunden |
| Autor: | Salacuse, Jeswald W. |
| Hersteller: | St. Martins Press-3PL |
| Maße: | 240 x 161 x 22 mm |
| Von/Mit: | Jeswald W. Salacuse |
| Erscheinungsdatum: | 01.07.2003 |
| Gewicht: | 0,654 kg |
2 Follows the whole process from first handshake to the end of the venture - most books on negotiation end when the deal is made; Salacluse guides the reader through successful and unsuccessful outcomes
3 Provides a checklist for use in deal-making which takes the reader through preparation, opening moves, negotiating dynamics and the end game
4 Written by an active consultant and public lecturer who teaches executive programs sponsored by the prestigious Harvard Program on Negotiation
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
| Erscheinungsjahr: | 2003 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | Gebunden |
| ISBN-13: | 9780312293390 |
| ISBN-10: | 0312293399 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | HC gerader Rücken kaschiert |
| Einband: | Gebunden |
| Autor: | Salacuse, Jeswald W. |
| Hersteller: | St. Martins Press-3PL |
| Maße: | 240 x 161 x 22 mm |
| Von/Mit: | Jeswald W. Salacuse |
| Erscheinungsdatum: | 01.07.2003 |
| Gewicht: | 0,654 kg |
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