Global Negotiator, TheMaking, Managing, and Mending Deals Around the World in the Twenty-First Century


Jeswald Salacuse

Selected by TIME as one of the best negotiation books of 2015


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, a TIME Best Negotiation Book of 2015, 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 negotiation 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 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

“This unique, outstanding guidebook breaks down the intricacies of international negotiations into understandable segments and provides the tools to ensure success in the creation, management, and remediation of international deals. Salacuse (Fletcher School of Law & Diplomacy, Tufts University) even explains how to cope when negotiations go wrong, illustrating how deals may falter and what methods can save them”.  – Library Journal

Selected by Library Journal as one of the best business books of 2003.

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.