160 Packard Avenue - Tufts University - Medford, Massachusetts 02155-7082 USA - 617.627.3700
Comments to: FletcherWeb@tufts.edu
 |
 |
|||
 |
||||
 |
||||
|
||||
 |
||||
| The Global Negotiator Professor Salacuse’s Latest Book |
"This is the best book I know to help business negotiators expand their skills to meet the needs of negotiating internationally. It is a volume filled with wisdom, useful tools, and sound advice." This wholehearted recommendation comes from Roger Fisher, Director of the Harvard Negotiation Project and co-author of the famed “Getting to Yes.” Jeswald W. Salacuse, Henry J. Braker Professor of Commercial Law, has recently finished “The Global Negotiator: Making, Managing and Mending Deals Around the World  in the Twenty-First Century.” The book,
which will be released this June, is based
on articles he has written and research he
has done over the past ten years in
connection with his work at the Fletcher
School and the Program on Negotiation at the
Harvard Law School. “Global has two meanings—one is the world. Obviously, with the globalization of business, international executives have to negotiate on a global basis. The second meaning that “global” has is comprehensive; in that sense, international business negotiators have to deal with the entire business transaction from start to finish. They need to make deals, manage them once they are made, and then mend them when conflict with other parties cause a break down,” said Salacuse. According to Salacuse, much of the information presented in the book has been gleaned from professionals in the business world. “Over the course of ten years, 1500 top executives with all sorts of experiences have shared their high-level experience with us. Training seminars at the Program on Negotiation were a great chance to mine the experience of these people.” The Global Negotiator is much more comprehensive and up to date than Making Global Deals, Salacuse’s 1991 book which many students in the field of international negotiation have used. Salacuse says his latest book “…looks at the whole life of a transaction and takes account of the process of negotiation that has evolved since 1990. It is much more comprehensive and reflects the globalization which has occurred over the past thirteen years.”  Professor Salacuse’s interests span both the practical and the academic world. He says that practical work must be founded on sound theory. “What I’m really interested in at the end of the day is dedicating my work to helping professionals do good work. I’m interested in helping professionals of all kinds--diplomats, lawyers, and business executives—to negotiate and handle transactions more effectively in a global economy.” Salacuse is not taking a break now that his book is on the way to the publisher’s. He’s currently working on a paper on the future of the international law of foreign investment for an upcoming conference in Cologne. He is also filming cases for use in negotiation classes. Harvard’s Program on Negotiation is distributing one of his past films for use by students of negotiation worldwide. Link to Amazon.com listing for “The Global Negotiator” |
 |
2002 The Fletcher School, Tufts
University |
|
|
| |