Jeswald salacuse negotiation process
Jeswald salacuse negotiation process pdf
Negotiation preparation.
A Beginner's Guide to International Business Negotiations
Summary of
By Jeswald Salacuse
This Article Summary written by: Tanya Glaser, Conflict Research Consortium
Citation: Salacuse, Jeswald.
"Making Deals in Strange Places: A Beginner's Guide to International Business Negotiations." Negotiation Theory and Practice. Eds. J. William Breslin and Jeffrey Z. Rubin. Cambridge, MA: The Program on Negotiation at Harvard Law School, 1991.
251-260.
Salacuse describes six distinctive features of international business negotiations.
Jeswald salacuse negotiation process
The author begins by pointing out two mistaken assumptions about doing business in an international setting. Many economic commentators assume that international business deals will happen naturally if only the correct governmental policies and structures are in place.
Corporate leaders assume that they can simply extend their successful domestic strategies to the international setting.
Both of these assumptions are mistaken. Policies alone do no