The Global Negotiator
The Global Negotiator

Author: Jeswald W. Salacuse

Publisher: St. Martin's Press

Published: 2015-01-13

Total Pages: 321

ISBN-13: 1466889624

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In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

Concession Contract Renegotiations
Concession Contract Renegotiations

Author: Antonio Estache

Publisher: World Bank Publications

Published: 2001

Total Pages: 36

ISBN-13:

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If having firm-driven renegotiations of contracts for infrastructure services is a major concern, efficiency should not be the only consideration in selecting an operator, indeed, consumers may want to award the concession to a less efficient firm if that would reduce the probability of renegotiation.

Renegotiation of Listing Contracts, Seller Opportunism, and Efficiency
Renegotiation of Listing Contracts, Seller Opportunism, and Efficiency

Author: Thomas J. Miceli

Publisher:

Published: 1998

Total Pages:

ISBN-13:

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When a property owner engages a real estate broker to sell his or her property, the parties enter into a listing contract which entitles the broker to a commission if a ready, willing and able buyer is found before the contract expires. While a limit on the duration of the contract provides the broker with an incentive to work hard to find a buyer, it also creates the potential for seller opportunism. In particular, sellers have an incentive to renegotiate a lower commission as the end of the contract approaches. The paper concludes that, from an efficiency perspective, courts should generally enforce such renegotiations, given that transaction costs between brokers and sellers are ordinarily low.