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" The global negotiator : "
Jeswald W. Salacuse.
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BL
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| Record Number
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1031294
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| Doc. No
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b785664
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| Main Entry
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Salacuse, Jeswald W.
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| Title & Author
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The global negotiator : : making, managing, and mending deals around the world in the twenty-first century /\ Jeswald W. Salacuse.
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| Edition Statement
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1st ed.
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| Publication Statement
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New York :: Palgrave Macmillan,, 2003.
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| Page. NO
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312 pages :: illustrations ;; 25 cm
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| ISBN
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0312293399
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: 9780312293390
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| Bibliographies/Indexes
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Includes bibliographical references (pages 291-298) and index.
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| Contents
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The global negotiator -- Negotiating deals, contracts, and relationships -- Seven steps to prepare for global deal making -- Seven principles for global deal making -- Seven special barriers to global deal making -- Special barrier no. 1. : the negotiating environment -- Special barrier no. 2 : culture -- Special barrier no. 3 : ideology -- Special barrier no. 4 : foreign organizations and bureaucracies -- Special barrier no. 5 : foreign governments and laws -- Special barrier no. 6 : moving money -- Special barrier no. 7 : instability and sudden change -- After the contract, what? : the challenges of deal management -- Power tools for global deals -- Deal stress -- Renegotiating existing transactions -- Deal-mending mediation -- The art of deal diplomacy.
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| Abstract
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"The Global Negotiator provides managers, lawyers, executives, and government officials with a comprehensive guide to handling all kinds of negotiations from start to finish in the new era of global business. Jeswald Salacuse explains how to develop strategies for closing profitable deals from Bogota to Beijing, how to maintain them to your advantage once the contract is signed, and how to save them when they are threatened by conflict with foreign partners or hostile action by governments. Salacuse illustrates each of his principles and techniques with numerous real-life examples from every area of business. Being a global negotiator means not only that you are able to negotiate deals around the world, but also that you have the skills to handle the entire transaction from start to finish. The Global Negotiator guides you throughout the whole life of the deal, from the first handshake with a potential foreign partner to the final liquidation of a joint venture you no longer need."--Jacket.
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| Subject
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Negotiation in business, Handbooks, manuals, etc.
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Communication interculturelle.
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Communication.
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Manuels.
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Mondialisation.
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Négociations (affaires)
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Negotiation in business.
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Politique de l'entreprise.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6.S246 2003
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