Making Global Deals What Every Executive Should Know About Negotiating Abroad

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Picking up where other negotiation books leave off, this practical, incisive handbook shows executives, lawyers, and government officials how to survive and thrive in today’s highly competitive international marketplace.

Making Global Deals explains how to overcome the obstacles-the instability of the international marketplace and differences in culture, ideology, law, politics, and currencies-and come out on top in any size venture. Emphasizing careful preparation, he provides checklists and ground rules for strengthening and maintaining a solid bargaining position and shows step-by-step how to achieve a “win-win” solution.


“The next time you must board a plane for a long flight to London or Tokyo, take Salacuse’s book along with you. It will shorten the trip and you most certainly will learn something new.” – The Business Lawyer

“Jeswald Salacuse tells you how to avoid mistakes, and how to push your deals ahead.” – Jane Bryant Quinn



Jeswald W. Salacuse, the Henry J. Braker Professor of Commercial Law at the Fletcher School of Law & Diplomacy, Tufts University, and a faculty affiliate of the Program on Negotiation, draws on his business experience in more than thirty countries to provide business people with the techniques and strategies they need to successfully close an international agreement.

Making Global Deals Attributes

Author: Jeswald W. Salacuse
Publisher: Cambridge, MA: PON Books, 2002 (Originally published in 1991 by Random House)