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Power Tools for Negotiating International Business Deals, 2nd Edition 2nd Edition
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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 Business 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 include:
- 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, and more.
- ISBN-109041127135
- ISBN-13978-9041127136
- Edition2nd
- PublisherKluwer Law International
- Publication dateOctober 23, 2008
- LanguageEnglish
- Dimensions6.5 x 1 x 9.75 inches
- Print length220 pages
Editorial Reviews
Review
The book follows a logical order, beginning with the negotiation stage and protection of confidential information, drafting and use of letters of intent, and consideration of what most consider boilerplate provisions, such as dispute resolution and force majeure. However, as a good mentor should, the author taps the reader on the shoulder and says, look again.
For example, the subject of introductory paragraphs or recitals is specifically addressed. Klotz notes the tendency to gloss over recitals on the way to the meat of the agreement, but adds that they may contain legally persuasive content that may be important in the interpretation of the agreement and may even recite facts that are not actually reflected in the agreement. American lawyers may cite law from a particular jurisdiction to indicate that recitals or whereas clauses do not create rights beyond those in the contract's operative terms, and therefore are of no legal moment. However, the impact not only of a choice of law provision may alter that result. More to the point, as Klotz points out, contract recitals may be particularly relevant where the United Nations Convention on Contracts for the International Sale of Goods is concerned, the intention of the parties becomes particularly relevant.
It is this kind of limited and focused discussion of the pieces of an international transaction, linked to the broader discussion, that makes the book particularly useful.
Following the first chapter's preliminary considerations, the book moves through negotiating the international sales of goods and services, with instructive explanation of Incoterms, import and export regulations, insurance, methods of payment, damages provisions and intellectual property issues, to name a few. Following this detailed overview, the book breaks down the discussion by type of agreement agency and consulting deals, international distribution agreements (including more-detailed exposition on intellectual property issues), international licensing deals, and international joint venture and consortium deals. In each chapter, limited checklists and case examples are used to provide context.
This is not a treatise containing detailed forms or multitudes of footnotes to case citation and statutory reference. It is, however, the written equivalent of having the experiences partner down the hall, who in response to the query Got a minute? provides cogent response to the myriad of questions that may arise from beginning to end in the international business transaction. -- Steven M. Richman, Duane Morris --New Jersey Lawyer Magazine, April 2009
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Product details
- Publisher : Kluwer Law International; 2nd edition (October 23, 2008)
- Language : English
- Hardcover : 220 pages
- ISBN-10 : 9041127135
- ISBN-13 : 978-9041127136
- Item Weight : 1.14 pounds
- Dimensions : 6.5 x 1 x 9.75 inches
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