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

Author: Jeswald W Salacuse
Publisher: New York : Palgrave Macmillan, 2005.
Edition/Format:   Print book : English : 1. ed., transferred to digital printing 2005View all editions and formats
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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  Read more...

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Document Type: Book
All Authors / Contributors: Jeswald W Salacuse
ISBN: 0312293399 9780312293390
OCLC Number: 633646854
Description: 312 S. : graph. Darst.
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
Responsibility: Jeswald W. Salacuse.

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'...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, Read more...

 
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