In the global business environment of 2003, 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 "The Global Negotiator" is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Salacuse guides 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. 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 transactions, such as letters of credit and a variety of legal agreements and by exploring the tranformations to the international business landscape over the last decade "The Global Negotiator" should be a useful tool to the international business person.

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.

Reviews
'...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



Book Information
ISBN 9780312293390
Author Jeswald W. Salacuse
Format Hardback
Page Count 320
Imprint St Martin's Press
Publisher St Martin's Press
Weight(grams) 634g
Dimensions(mm) 240mm * 162mm * 22mm