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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 ; Basingstoke : Palgrave Macmillan, 2005, ©2003.
Edition/Format:   Print book : English : 1st ed., reprintedView all editions and formats
Summary:

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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Genre/Form: Case studies
Handbooks and manuals
Handbooks, manuals, etc
Document Type: Book
All Authors / Contributors: Jeswald W Salacuse
ISBN: 0312293399 9780312293390
OCLC Number: 780810146
Description: 312 str. : ilustr. ; 25 cm
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.
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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