The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century

Book Description

In today's global business environment, an executive must have the skills to navigate all stages of an international deal. The Global Negotiator provides business executives with exactly these skills and knowledge. Whereas most books on nego-tiation end when the deal is made, Jeswald Salacuse guides the reader from the first handshake through the intricacies of making an international joint venture succeed and prosper-or, should things go poorly, how to get out of a deal gone wrong. By illustrating the many ways in which an international deal may falter and the methods parties can use to save it; by providing the necessary technical knowledge, such as putting together letters of credit and a variety of legal agreements; and by exploring the tranformations of the international business landscape over the last decade, The Global Negotiator is an invaluable tool for the international bus-iness person.

Customer Reviews:

Outstanding.......2003-07-14

Roger Fisher, Director of the Harvard Negotiation Project and author of Getting to Yes, has written for the book jacket that The Global Negotiator "...is the best book I know to help business negotiators expand their skills to meet the needs of negotiating internationally." It is high praise and well deserved.

The author, Jeswald W. Salacuse, is the Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, and a member of the Steering Committee of the Harvard Program on Negotiations. Professor Salacuse has an extensive background in international negotiations. He has participated in negotiations involving persons from over forty countries, spent years living abroad and explored the field of global negotiations through research and teaching involving hundreds of international executives, lawyers and officials.

This is a guidebook about "making, managing, and mending international business transactions" (p.viii). Its aim, Professor Salacuse tells his reader, "...is to equip business executives, students, lawyers and government officials to navigate each of these stages effectively" (p.3).

Unlike most books on the art of negotiating, Professor Salacuse goes far beyond making the deal and gives careful attention to managing and repairing deals once made. It is, therefore, a work with special insight and value for the negotiator. Let us examine some of these insights.

The central issue in global negotiations, Professor Salacuse tells the reader, is about the nature of the deal itself. "Is it a contract or a relationship?" (p. 20).

The answer to this seemingly simple issue should be at the heart of the preparation for any negotiation. Alas, far too often, it is a topic casually addressed by negotiators. Ideally, it should be both a relationship and a contract in most deals.

In fact, however, in American practice the contract often takes the central focus. As unfortunate as this approach may be, its problems are amplified in an international arena in which the goal of a potential partner in a negotiation may be a relationship and the contract is secondary. Neglecting that core difference in expectations may not only destroy the possibility of reaching a deal, but also imperil the success of future fulfillment of any agreement reached by the parties. Without clarity on this matter, any agreement may be founded on the most fatal of flaws: the failure of the parties to have a meeting of the minds.

"A deal is a prediction. A negotiation is always about the future," Professor Salacuse states (p.62). It is a true statement about all deals whether local or global, but particularly significant in the cross-cultural environment.

The wise negotiator recognizes that negotiators are "inherently incapable of predicting all of the events and conditions that may affect their transactions in the future" (p.65). Additionally, due to resource constraints and cultural differences, the understandings and expectations of the parties are rarely capable of being fully captured in the written contract. Given these factors, Salacuse concludes, may be "more realistic to think of the transaction as a continuing negotiation" rather than a deal fixed in time. (pp.185-186).

"Various studies," Professor Salacuse writes, " have found that between 33 percent and 70 percent of international alliances surveyed eventually broke up" (p.194). Given this record, the author approaches international negotiations and agreements as encompassing three distinct, but closely related essential areas: making the deal, managing the deal and mending the deal. His approach is cross-cultural, practical and insightful.

The global negotiator will find a lengthy and thorough guide to preparing and negotiating international agreements. The author takes the reader through such matters as selecting the place for the negotiations to recognizing and managing the many cultural differences that will be encountered and need to be overcome in an international deal. We find advice on handling cultural barriers ranging from concepts of time and differences in styles to the structure of the deal itself.

Additionally, the author examines such critical matters as who's law will apply, dealing with foreign government officials at the table, and the complexities as moving money and sharing risk among the parties. It is a wide-ranging and complete exploration of the field.

Importantly, Professor Salacuse moves from negotiating the deal to examinations of managing and mending international agreements. Treated for clarity as separate sections, these topics are intended as elements to be explored and included in the negotiation of the basic agreement itself. How will the parties manage the relationship is a critical question. There is valuable advice on planning for this process in the second section of his work.

In the last section of his work, the author turns to the third vital area of global negotiations: deal mending and dispute resolution. If we know that disputes and changed circumstances are probable, then prudent negotiators need to include methods of handling these matters in their original agreement.

Professor Salacuse explores three types of renegotiations that are expectable in the life cycle of the deal: post deal, intra deal, extra deal (p.229). He then turns his attention to the need for the parties to plan and incorporate into the deal method for resolving disputes. Here, the author again provides a thorough discussion of the operation, benefits and disadvantages of the international dispute resolution options along a continuum ranging from negotiation through mediation to arbitration and finally to adjudication. It is a valuable review.

Readers will find a rich appendix section, including a top-notch global negotiator's checklist, a detailed primer on international business transactions and an extensive bibliography of suggested further reading.

Truly, as Roger Fisher concluded, "this is the best book" in its field.

My highest recommendation.

Book Description

Written primarily for business managers and government officials, this is a comprehensive and extremely timely handbook on how to successfully initiate and implement joint ventures and direct investments in China. The authors combine in one volume an appreciation of the nuances faced in the negotiation of U.S.-Chinese joint ventures, an examination of the investment environment in China and an assessment of its past traditions, present policies, and emerging problems. Case studies of a variety of actual joint ventures are especially valuable for readers involved in or planning to open negotiations in China. Several chapters assess the impacts of the events in Tianamen Square on foreign direct investment in the country. The book opens with two chapters which examine the reasons for China's open policy and the responses of foreign investors to the new policy. A group of chapters then explores the country's investment, cultural, and legal environments and their likely impacts on joint venture negotiations. Turning to an examination of Chinese markets and production capabilities, the authors assess consumption patterns, decision making, customer/supplier relations, local sourcing problems, transportation, the availability of skilled labor, management, and R&D. They go on to analyze the contributions of foreign direct investment, including the role of transnational corporations, and present a step-by-step guide to negotiating a joint venture in China and implementing the agreement reached. Finally, the authors look at prospects for development and modernization in China, particularly in terms of the trend towards recentralization following the Tianamen Square upheaval. In addition to business development managers, students in international business programs will find Direct Investment and Joint Ventures in China an indispensable resource.

Customer Reviews:

Intelligence breathes thru the pages.......2003-01-09

Shapiro obviously has had years of experience negotiating. He writes clearly and it would be a beneficial book for anyone, students or those already in the field, to read. If I were to teach a course on joint ventures, this would be the text of choice.

Poor read and not factual........1999-02-18

I spent many years living in China and found too many flaws with this book.

Prevents joint venture mistakes.......1997-03-02

Anyone considering negotiating any joint venture would benefit from the checklists and other considerations raised by Shapiro who actually negotiated the showcase Xerox-Shanghai joint venture

The Complete Negotiator: The Definitive Audio Handbook From the Father of Contemporary Negotiating

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The Complete Negotiator: The Definitive Audio Handbook From the Father of Contemporary Negotiating

Manufacturer: Simon & Schuster Audio
ProductGroup: Book
Binding: Audio CD

General | Business & Investing | Subjects | Books

Negotiating | Management & Leadership | Business & Investing | Subjects | Books

General | Books on CD | Audiobooks | Formats | Books
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ASIN: 0743544765

Book Description

From the bestselling author of How to Read a Person Like a Book and The Art of Negotiating, the definitive audio program on negotiating...
The Complete Negotiator

featuring the author

Gerard I. Nierenberg

Known as the father of contemporary negotiating, Gerard I. Nierenberg has taught top executives across the country how to come out of their business deals as winners. The Complete Negotiator features the same negotiation strategies that will help you to:

• Create a climate of agreement to get the other person thinking yes

• Anticipate your opponent's every move

• Use 14 key negotiating strategies

• Recognize and deflect your opposition's moves

• Transform demands into problems requiring solutions

• Create a lasting victory by also letting the other side gain

And essential and highly informative tool for anyone in any business, The Complete Negotiator will turn even the weakest dealmakers into great communicators.

Customer Reviews:

A great value.......2001-10-09

I took a chance and ordered this book because it was a "Bargin book". That was the best $9.99 that I have spent in a long time. It is a quick read and gets right to the point. I have used some of the techniques recommended and see their positive results. I noticed that my boss has a copy in his office now!

A great value.......2001-10-09

I took a chance and ordered this book because it was a "Bargin book". That was the best $... that I have spent in a long time. It is a quick read and gets right to the point. I have used some of the techniques recommended and see their positive results. I noticed that my boss has a copy in his office now!

A great value.......2001-10-09

I took a chance and ordered this book because it was a "Bargin book". That was the best [price]that I have spent in a long time. It is a quick read and gets right to the point. I have used some of the techniques recommended and see their positive results. I noticed that my boss has a copy in his office now!

The effective negotiator: A practical guide to the strategies and tactics of conflict bargaining

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The effective negotiator: A practical guide to the strategies and tactics of conflict bargaining
Gerald G. M Atkinson
Manufacturer: Quest Research Publications Ltd
ProductGroup: Book
Binding: Unknown Binding

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Environmental Negotiator Handbook
A. S. Timoshenko
Manufacturer: Kluwer Law International
ProductGroup: Book
Binding: Hardcover

Environmental & Natural Resources Law | Law | Subjects | Books

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ASIN: 9041120165

Book Description

Protection of the human environment and sustainable development of the world increasingly manifest themselves through negotiation and enforcement of internationally agreed legal rules and standards. International environmental negotiation has become a common format to design norms that affect national and international legal orders and influence the behavior of various stakeholders. Accordingly, international environmental negotiations attract multiple players: from sovereign States to environmental NGOs, to the business community and civil society. The growing complexity of international environmental negotiations demands, in order to make the process effective, a comprehensive and adequate preparation of all actors.

The Environmental Negotiator Handbookis designed as a single volume tool that equips participants of international environmental negotiations with a structured description and analysis of the negotiating process. All stages of the development of international environmental agreements are carefully followed, researched, commented on and illustrated with multiple documentary examples. The book traces the process from the pre negotiation stage to actual implementation of the agreed regime. The book also includes a large collection of essential international texts to be at hand for representatives at international environmental negotiations.

Book Description

Since the publication of the third edition in 1974, the entire field of quality control has undergone radical change due to intensified competition and expanded government regulation. This updated fourth edition of Juran's classic guide offers the know-how you need today-and in the years ahead-to keep quality growing without increasing costs, Quality and income-quality improvement-quality costs-computerization-quality programs-marketing-Juran advises you on these issues and many more to improve quality companywide in the 1990s-from the executive suite to the factory floor.

Customer Reviews:

Classic Reference Book for Quality Engineers.......2006-06-05

Quality Control Handbook is classic reference book for quality engineers, first released in 1951. Among the quality management ideas and concepts for which Juran is well known include top management involvement, the Pareto principle, the need for widespread training in quality, the definition of quality as fitness for use, the project-by-project approach to quality improvement.

Joseph Juran's belief that "quality does not happen by accident" gave rise to the quality trilogy namely Quality Planning, Quality Improvement and Quality Control. The elements of the quality trilogy can be summarised as follows:

Quality Planning
* Identify who are the customers.
* Determine the needs of those customers.
* Translate those needs into our language.
* Develop a product that can respond to those needs.
* Optimise the product features so as to meet our needs and customer needs.

Quality Improvement
* Develop a process which is able to produce the product.
* Optimise the process.

Quality Control
* Prove that the process can produce the product under operating conditions with minimal inspection.
* Transfer the process to Operations.

Juran revolutionized the Japanese philosophy on quality management significantly helped shape their economy into the industrial leader it is today.

This is an excellent book that is highly recommended for those involved in quality control and management.

Use of Quality Control Handbook 1983 - 1988.......2001-10-09

While I continue to find Juran's Quality Control Handbook useful today, it was especially valuable to me when re-engineering software to support Health and Welfare Benefit business systems.
Also, later at a federal agency I found Juran's "root cause" for quality problem management extremely valuable. Currently, I am pursuing a senior level advisory position in the federal government and hold the Certified Information Systems Security Professional credential. I find Juran's handbook still valuable and worth studying even in today's Internet world.

This is the best reference for the ASQC certification exams........1997-04-05

Planning on taking the ASQC certification exams? Need to bring the least amoutns of reference materials? This handbook and the primer are all you need

An outstanding reference handbook on quality!.......1996-01-11

I frequently use Juran and Gryna's Quality Control Handbook as a reference for my work and writing. It is a comprehensive reference for many issues in quality management, quality control, and statisitical process control. There are excellent discussions of quality as "fitness for use," and the true costs of poor quality. If you plan to take any of the American Society for Quality Control's certification examinations, this is a good reference. I used it for the Quality Engineering, Reliability Engineering, Quality Management, and Quality Auditing exams, and it served me well in each case. -William A. Levinson

Juran's Quality Handbook (McGraw-Hill International Editions: Industrial Engineering Series)

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High Quality Textbook
Excellent reference..........Not a best choice for "just preparing for a certification exam"
The one essential reference in quality management and engineering.
Excellent Reference
The quality bible

Juran's Quality Handbook (McGraw-Hill International Editions: Industrial Engineering Series)
J.M. Juran , and A.Blanton Godfrey
Manufacturer: McGraw-Hill Publishing Co.
ProductGroup: Book
Binding: Hardcover

General | Engineering | Professional & Technical | Subjects | Books

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ASIN: 0071165398

Book Description

For decades, Juran's Quality Handbook has been the one essential reference in quality management and engineering—the ultimate authoritative source of answers on quality applications, procedures, techniques, and strategies. Now this Fifth Edition—a major revision and the first new edition of Juran's Quality Handbook in more than 10 years—forges a new standard in tools for quality. Bringing managers and engineers the most up-to-date methods, research, and theory, under the guidance of a team of the world's top experts, Juran's shows you how to plan for quality, achieve quality control, and ensure quality results. Packed with new methods, research, and thought on quality, and emphasizing the need for quality software and quality software development methods, this completely updated classic also gives you new information, new techniques, and new applications. Broad in scope and inclusive in methodology, Juran's Quality Handbook is the reference of choice for anyone concerned with quality in business, manufacturing, or engineering. Whether you're just beginning your journey or a longtime traveler on the quality path, this book is the best possible companion for your voyage.

Download Description

The newest methods in planning, control, and results, for successful quality engineering and management, written by an international group of recognized experts.

Customer Reviews:

High Quality Textbook.......2006-05-24

"Juran's Quality Handbook" is an excellent book on Quality by one of the most well known quality gurus. The book gives a comprehensive coverage of the subject of quality management. It includes the latest techniques on quality as well as quality theories.

This is a very useful book for those who are interested in producing quality goods and services in a customer focused organization. This huge tome is of immense value to all those involved with the quality profession and is an excellent reference book that covers the wide range of topics and subjects pertaining to quality.

This is a well written book that is very useful for all businesses where quality matters (that is, all businesses). This should be essential reading for quality specialists such as control and quality assurance personnel.

Excellent reference..........Not a best choice for "just preparing for a certification exam".......2006-02-25

Excellent reference..........Oh man the language and the content rocks. You need to read other books to appreciate this book more.
Quality pro's..........you need to have one of this for sure.

Warning: Not a best choice for "just preparing for a certification exam". It is too much of content for a "small goal of exam". Primer seems to do a good job

The one essential reference in quality management and engineering........2005-07-27

The most complete quality reference available.
The fifth edition includes new material on ISO 9000, benchmarking, the Baldrige and other awards, adoption of Strategic Quality Planning and TQM, management leadership for quality, self-directing teams, quality function deployment, and Tuguchi Methods.

Excellent Reference.......2004-06-23

Excellent reference. I used this in my Six Sigma Black Belt course. I referenced it many times. I could not have passed the test without it. Some of the chapters (e.g. quality in foriegn countries) did not interest me, but seemed to be well written -- such is the case anyway with references. I heard Dr. Godfrey speak at a national conference -- he is a real champion for Six Sigma.

The quality bible.......2004-01-08

A wide coverage of quality in the Juran's perspective. I recommend it to all who are interested this Guru theories, tools and techniques.

Average customer rating:

QUALITY

Juran on Leadership for Quality
J. M. Juran
Manufacturer: Free Press
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

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ASIN: 0029166829

Book Description

The subject of management for quality has undergone rapid and drastic change as a result of competition in the marketplace and the vulnerability of industrialized societies that depend heavily on the quality of goods and services. In this companion volume to his acclaimed Juran on Planning for Quality, J.M. Juran provides top-level managers with the specific, field-tested methods they need to successfully lead their companies on the quest for superior quality.

Managers have long recognized that the most sound response to a competitive challenge is to become more competitive. Today, informed managers also realize that quality improvement is the best source of competitive advantage. They know that return on investment in quality improvement projects is among the highest available. Yet, the means by which management can supply the leadership necessary to attain quality goals remains elusive. J.M. Juran has drawn on the experiences of thousands of chief executives in companies around the world to create a clear plan of action applicable to any industry, whether service or manufacturing.

The famous "Juran Trilogy," clearly presented step-by-step, shows how to apply the familiar business concepts of planning, control, and improvement to quality leadership. For each concept, Dr. Juran provides a succinct and proven series of actions. He gives criteria for selecting project-by-project improvements and mobilizing a team to carry them out. He also describes a realistic timetable of implementation and directs the formation of an ongoing quality council whose job is to launch, coordinate, and "institutionalize" annual quality improvement. The membership of this council, as Dr. Juran insists, must come from the ranks of senior managers; the stakes are too high for upper managers not to personally become the leaders and members of this vital council. Using real-world case examples of highly profitable quality improvements in such companies as Bethlehem Steel and Florida Power & Light, Dr. Juran illustrates how to guide a company into a continuing steep rate of improvement. The key, as Dr. Juran emphasizes, is that quality must be implemented from the top down. This essential handbook makes executive leadership the key to a company's quality revolution -- and to producing the real cost benefits over both the short and long run that superior quality brings.

Customer Reviews:

QUALITY.......1999-05-29

Guality in the broadest sense of the term must become an obsession in every corporation throughout America.

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Quality Control Handbook 2nd Edition
Editor J. M. Juran
Manufacturer: Mcgraw - Hill Book Company
ProductGroup: Book
Binding: Hardcover
ASIN: B000LEXQME

Juran on Leadership for Quality an Executive Handbook

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Juran on Leadership for Quality an Executive Handbook
J. M. Juran
Manufacturer: Free Press
ProductGroup: Book
Binding: Hardcover
ASIN: B000RKX65E

Juran's Quality Control Handbook, 4th Ed. (book reviews): An article from: Canadian Chemical News

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Juran's Quality Control Handbook, 4th Ed. (book reviews): An article from: Canadian Chemical News
Marvin Silbert
Manufacturer: Chemical Institute of Canada
ProductGroup: Book
Binding: Digital
ASIN: B0008SDZ4M
Release Date: 2005-06-01

Book Description

This digital document is an article from Canadian Chemical News, published by Chemical Institute of Canada on May 1, 1989. The length of the article is 385 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Juran's Quality Control Handbook, 4th Ed. (book reviews)
Author: Marvin Silbert
Publication: Canadian Chemical News (Magazine/Journal)
Date: May 1, 1989
Publisher: Chemical Institute of Canada
Volume: v41 Issue: n5 Page: p26(2)

Article Type: Book Review

Distributed by Thomson Gale

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Quality Control Handbook
J.M and Gryna , Frank M . and et al Juran
Manufacturer: McGraw-Hill Book Co.
ProductGroup: Book
Binding: Unknown Binding
ASIN: B0000EG04N

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Quality Control Handbook Second Edition
J. M. Juran (Editor)
Manufacturer: McGraw Hill Book Company
ProductGroup: Book
Binding: Hardcover
ASIN: B000QREM6K

Juran's Quality Control Handbook. Fourth Edition.

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Juran's Quality Control Handbook. Fourth Edition.
J.M. (editor) Juran
Manufacturer: Mcgraw-Hill (Tx)
ProductGroup: Book
Binding: Paperback
ASIN: B000OFLYYW

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JURAN'S QUALITY HANDBOOK
J. M Juran , and A.Blanton Godfrey
Manufacturer: McGraw-Hill Publishing Co.
ProductGroup: Book
Binding: Paperback
ASIN: B000OFVYSS

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