Making Global Deals: Negotiating in the International Marketplace

The global deal is quickly becoming a key element of modern business life. To compete abroad, today's executives and deal makers must have the skills to negotiate effectively with their counterparts in other countries.

Making Global Deals is an indispensable tool that provides know-how and expert strategies for pinning down the international deal. Jeswald W. Salacuse, dean and professor of international law at the Fletcher School of Law and Diplomacy at Tufts University, emphasizes the importance of preparation and provides checklists and ground rules for staying on top in the negotiations. The principles behind Making Global Deals can be used in any deal in any country; and Salacuse's book takes up every sort of agreement whether you're signing a multimillion-dollar contract or conducting a simple business transaction. As the author writes, "The globe is no longer the play- ground of giant corporations alone."

Drawing on his own experience in the Middle East, Africa, Europe, and Japan, he explains how to overcome the obstacles the instability of the international marketplace and differences in culture, ideology, law, politics, and currencies that may arise when dealing with businesses abroad. He includes authoritative advice on preparing for foreign business ventures, listing ways of strengthening and maintaining a solid bargaining position for winning (and holding on to) the deal itself, even under adverse conditions.

No executive, lawyer, or government official should enter an international negotiation without Making Global Deals. Clear and comprehensive, it is the book for venturing globally in business.

ISBN:9780395533659