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.

1 Draws on an enormous amount of research which took place on an international scale over ten years - this was conducted in Europe, Latin America, the Middle East, North Africa and Asia. More than 1,200 senior international managers, lawyers and officials contributed to this book by sharing their experiences and insights 2 Follows the whole process from first handshake to the end of the venture - most books on negotiation end when the deal is made; Salacluse guides the reader through successful and unsuccessful outcomes3 Provides a checklist for use in deal-making which takes the reader through preparation, opening moves, negotiating dynamics and the end game4 Written by an active consultant and public lecturer who teaches executive programs sponsored by the prestigious Harvard Program on Negotiation

The Global NegotiatorThe New Environment for Global Negotiations: From the Government Model to the Deal ModelSo What is the Deal Anyway? Negotiations and the Deal in Global BusinessPART I: GLOBAL DEAL MAKINGSeven Principles of Deal MakingSeven Barriers to International DealsOvercoming Barriers to Deal MakingSeven Basic Types of Global DealsPART II: DEAL MANAGINGAfter the Contract What? The Challenges of Deal ManagementHow Should the Lamb Negotiate with the Lion? The Strategies and Tactics of Power in Global BusinessNegotiating the Cultural Gap in Global BusinessRules for Deal-Managing NegotiationsPART III: DEAL MENDINGThe Sources of Conflict in International BusinessRedoing the Deal: Renegotiations, Restructuring and Workouts in Global BusinessHelpful Meddlers: Using Third Persons to Mend the DealWhen All Else Fails: Arbitration and Litigation in Global Business