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The Global Negotiator


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Table of 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

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Jeswald W. Salacuse is author of 11 books, including "Making Global Deals" and "The Art of Advice".

About the Author

JESWALD W. SALACUSE is a Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, USA. He also teaches executive training programs sponsored by the Harvard Program on Negotiation. He is author of 11 books, including Making Global Deals and The Art of Advice. He lives outside of Boston, Massachusetts, USA.


'...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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