Across the Table
An International Oil Negotiator Navigates the Choppy Waters of Global Intrigue
- 248 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Across the Table
An International Oil Negotiator Navigates the Choppy Waters of Global Intrigue
About this book
A CULTURAL AND HISTORICAL ODYSSEY as much as a manual on negotiations, Across the Table will prepare you to negotiate both in high-stakes business environments and in everyday situations. “Oil is rarely found in nice places, ” William A. Young observes. An international oil negotiator from the 1980s into the new millennium, Young has negotiated with Russians adapting to the newfound freedoms and challenges of the post-Soviet era; Filipinos on the verge of the People Power Revolution; and Chinese looking to collaborate with foreign firms to meet their insatiable appetite for energy. Sit at the table with the author in Azerbaijan, consuming “aorta stew, ” and enduring compulsory vodka toasts. Fight off attackers on the streets of Moscow and share a Vietnamese hotel room with a fat rat. Suffer through the bone-chilling temperatures of western Siberia, the unrelenting snows of Russia’s Sakhalin Island, and the remoteness of Papua New Guinea’s impenetrable rain forests. Young has led or participated in a number of noteworthy negotiations, including what Azerbaijani President Heydar Aliyev called the “Deal of the Century”—the right to develop a multi-billion-barrel oil field in the Caspian Sea. Across the Table is chock-full of practical advice on how to negotiate. Learn to hammer out win-win outcomes; to use emotions in your favor; to respond to different negotiating styles; and, most importantly, to close the deal. For business professionals negotiating with other companies or governments, or consumers seeking to obtain the best price on a car or a home, Young’s negotiation skills are invaluable to your success.
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Information
Table of contents
- Cover Page
- Title
- Copyright
- Dedication
- Introduction
- One: Brinksmanship in Baku
- Two: Surprise! âYou Must Defend Your Proposal on Live Nationwide Soviet TVâ
- Three: Summoned to the Presidentâs Office
- Four: The Not-So-Silky Road to Unitization
- Five: Blind Alleys and Threats
- Six: Dangling the Lure of an Oil Export Pipeline through Georgia
- Seven: In Pursuit of Natural Gas off Russiaâs Sakhalin Island
- Eight: The âWild Westâ Comes to Moscow
- Nine: Oil or Nothing: Opportunity Knocks East of the Urals
- Ten: Intersecting Destinies: A Near Miss in London
- Eleven: It Takes Two to Tangle: Vietnam during the US-Led Embargo
- Twelve: Sea Slugs, Mao Tai, and Intense Negotiations
- Thirteen: Negotiating for a PTA Project in Guangdong
- Fourteen: Surrounded
- Fifteen: To the Ends of the Earth: Following in Rockefellerâs Footsteps
- Sixteen: Concluding a Deal amid Philippine Chaos
- Seventeen: An Imperfect Union in Buenos Aires
- Eighteen: In the Land of the Pharaohs and Beyond
- Nineteen: The Only Constant in the Negotiating Environment Is Change
- Appendix: Negotiations Principles: A Reference Guide
- Notes
- About the Author