The Global Negotiator

By PON Staffon / News, Reviews of Books

Making, Managing, and Mending Deals Around the World in the Twenty-First Century
by Jeswald W. Salacuse

In today’s global business environment, negotiation is the essential tool for navigating all stages of an international deal. In The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century, Jeswald Salacuse provides executives, managers, lawyers, and government officials with a comprehensive guide to handling these negotiations from start to finish — from the first handshake with a potential foreign partner, through the intricacies of making an international joint venture succeed and prosper, even how to get out of a deal gone wrong.

Drawing on his more than thirty years of experience around the world, 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, providing necessary technical knowledge and exploring the transformation of the international business landscape over the last decade. The Global Negotiator is an invaluable resource for the international business person.

Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University. A member of the Council on Foreign Relations and the American Law Institute, Professor Salacuse lectures throughout the world, is an independent director of several international mutual funds, and advises governments, businesses, universities, foundations, and international organizations. He is a member of the Steering Committee of the Program on Negotiation and frequently presents seminars and courses on negotiation for executives and lawyers in major corporations and firms. His books include (linked titles are available at the PON Clearinghouse): Making Global Deals: Negotiating in the International Market Place, International Business Planning: Law and Taxation, The Art of Advice, and The Wise Advisor: What Every Professional Should Know About Consulting and Counseling. He has served as Dean of the Fletcher School and of the School of Law of Southern Methodist University.

“In The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century, Jes Salacuse offers a powerful reminder that the real work begins when a deal is signed. He provides an invaluable framework to guide decision-making during the establishment of a new business and throughout its management in a world full of complex rules, disparate cultures and challenging economic conditions.”
— Alan Rappaport, President, The Private Bank at Bank of America