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Power Tools for Negotiating International Business Deals - 2nd edition

Power Tools for Negotiating International Business Deals - 2nd edition

Author: James M. Klotz
Publisher: Kluwer Law International
ISBN: 9789041127136
Published In: October 2008
Format: Hardback , 240 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Contents
Author

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Doing International Business? Here are the Tools! Power Tools for Negotiating International Deals is a nuts and bolts guide. This book is the handbook read before the negotiation. It is also to be used during the negotiation when a decision to stand firm or compromise must be made. Power Tools for Negotiating International Deals shows how international business works, where to stake high ground, what concessions to make, and what mistakes to avoid.

Filled with checklists and case examples, these are the power tools needed for negotiating business deals in the global marketplace. When negotiating an international deal, there is often only one good opportunity to strike the bargain and make the deal. To do so, a businessperson needs tools to know what to ask for, what to counter with, and what to offer up as a reasonable compromise. That is how deals get done. Without knowing the terms that would make the best international deal, the deal may still get done – it just will not be the best that could have been negotiated.

Power Tools for Negotiating International Deals explains the key issues that need to be negotiated in an international business deal, be it a product sale, agency/brokerage, consulting agreement, distributorship, license, joint venture or consortium.

Some of the topics covered in this book:

the basics of international business deals
negotiating international sales of goods and services
negotiating international agency and consulting deals
negotiating international distribution deals
negotiating international license deals
negotiating international joint venture and consortium deals

Chapter 1 The basics of International Business Deals

Chapter 2 Negotiating International Sales of Goods and Services

Chapter 3 Negotiating International Agency and Consulting Deals

Chapter 4 Negotiating International Distribution Deals

Chapter 5 Negotiating International License Deals

Chapter 6 International Joint Venture and Consortium Deal

Index

James M. Klotz is one of Canada’s leading international business lawyers. In addition to cochairing the International Business Transactions group of one of Canada’s largest law firms, he has written several books and treatises on international business law and negotiation. He has taught courses in international business law at Osgoode Hall Law School, Toronto, and in international risk assessment at the University of Toronto, School of Continuing Studies. When not flying around the world on deals, he lives and works in Toronto.