Description:
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.
Brief description:
Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, USA. He is the author of Negotiating Life. Salacuse served as The Fletcher School's Dean for nine years. With broad experience in higher education, international development, and legal practice, he specializes in international investment law, international negotiation, international business transactions, and law and development. Professor Salacuse holds a JD from Harvard Law School, USA, an AB from Hamilton College, USA, and a diploma from the University of Paris, France. He has been a lecturer in law at Ahmadu Bello University in Nigeria, a lawyer with a Wall Street law firm, a professor of law and director of research at the National School of Administration in the Congo, the Ford Foundation's Middle East advisor on law and development based in Beirut, Lebanon, and later the Foundation's representative in the Sudan.
Review Quotes:
"This unique, outstanding guidebook breaks down the intricacies of international negotiations into understandable segments and provides the tools to ensure success in the creation, management, and remediation of international deals." --Library Journal, Best Business Books 2003
"This handbook offers advice covering the life of an international agreement..." --Theodore Kinni, Richmond Times-Dispatch "The Global Negotiator: Making, Managing, and Mending Deals Around the World is a unique and outstanding work filled with practical advice for anyone faced with negotiating a transnational deal or having to addressissues that arise before, during or after the negotiation. I wish that Professor Salacuse's valuable book would have been available when I first began traveling the world to negotiate with governments and international entities over 25 years ago. This highly useful and easy to comprehend work provides a wealth of knowledge, normally gained only
through years of success and failure in complex negotiations. Professor Salacuse breaks down the complexity of negotiations into understandable segments, providing the tools to ensure success in the creation,
management and remediation of any type of international deal. This is a work that all professionals who are involved in global deal making should study and review every time they are involved in any part of an international transaction. The 'go to' resource for all global deal makers." --Alan R. Crain, Jr., Vice President & General Counsel, Baker Hughes Incorporated "This is the best book I know to help business negotiators expand their skills to meet the needs of negotiating internationally. It is a volume filled with wisdom, useful tools, and sound advice." --Roger Fisher, Director, Harvard Negotiation Project, Co-author Getting to Yes.