THE AFTER-DEAL BOOK

BY PROFESSOR ELIANE KARSAKLIAN

(UIC, CHICAGO):

THE ONLY BOOK ABOUT WHAT COMES AFTER

A CONTRACT IS SIGNED

 

Eliane Karsaklian is currently a Clinical Full Professor at the University of Illinois, Chicago. For 17 years she led the Master’s Degree program in International Business Negotiation at Sorbonne University. She is also the author of 12 books, an international keynote speaker and a business consultant for Fortune 500.

For more than 20 years, Eliane Karsaklian addressed speeches in many countries and provided international business and negotiation training to small, mid and large-size companies such as:

Airbus (Aviation)

Amadeus (Hi-Tech)

BNP Paribas (Finance)

Carrefour (Retail)

Casino (Retail)

Chanel (Luxury)

Danone (Food)

DGAC

(French Aviation Civil Authority)

Dior (Luxury)

Disneyland (Amusement)

EDF (Energy)

Eurosport (TV Chanel)

Faurecia (Automobile)

Gucci (Luxury)

Heineken (Food)

L’Oréal (Cosmetics)

Lafarge (Construction)

Orange (Telecommunications)

Pierre Fabre (Cosmetics)

Renault-Nissan (Automobile)

Rhodia (Pharmaceutics)

Royal Canin (Pet Food)

Safran (Aviation)

Sanofi-Aventis (Pharmaceutics)

Schneider (Energy)

Servier (Pharmaceutics)

State Grid Corporation (China)

Total (Energy)

Ubifrance

Valéo (Automobile)

Vinci (Energy)

Virbac (Pet Food)

Vivendi (Energy)

Volvo (Automobile)

Media Coverage

“A CONTRACT IS JUST THEORY ON A PIECE OF PAPER. REALITY HITS WHEN YOU ENFORCE THE CONTRACT.”
– ELIANE KARSAKLIAN

KARSAKLIAN, Eliane, The After-Deal, What Happens After You Close a Deal?, 2019, IAP, Charlotte, NC, USA.

ISBN Paperback: 978-1-64113-806-2

ISBN Hardcover: 978-1-64113-807-9

ISNN ebook: 978-1-64113-808-6

WHAT PEOPLE SAY

Adrien Vives

International Business Developer at Actronika SAS 

France

"Eliane has extensive knowledge of different cultures and, more importantly, she is gifted in passing this knowledge to her customers. Indeed, thanks to her work I managed to shift the marketing approach of my company to effectively target new markets. Her coaching sessions also provided me with helpful tips to successfully deliver a message to targeted audiences.

Gilles Gaubert

Former Sales Director in the Industrial Engineering industry

France

"There are people and books that can radically change for the better, the way you think and act. It's even more spectacular when it happens to experienced people who have more than 20 years of experience in international business. That was my case. If you are not afraid to challenge your brain, read Eliane Karsaklian's books. Results guaranteed!

Ernest Boswarva

Attorney and past Executive in the Oil & Gas sector

Australia

“In her second book on negotiations, Eliane Karsaklian draws the readers' attention to the need to ensure the success of the contract by making it come alive in the form of a relationship that needs ongoing communications, reliability, commitment and respect among the parties. This book is a necessary and nice addition to her earlier books dealing with this multifaceted dynamic subject. Knowledge of the guidance given in this book should lead the negotiator to develop and achieve a lasting, robust and workable agreement founded on a strong relationship avoiding unnecessary frustration and failure.

Dr. Mark Shanley

Professor and Associate Dean

for Academic Affairs

University of Illinois of Chicago

USA 

"Professor Karsaklian’s analysis follows from the shift to thinking of relationships rather than deals. If that shift occurs, then the management of the relationship after the deal is as, or more, important than the deal itself. This implies that the relationship is worth more than particular interactions that it may bring about. The benefits of the deal are part of a larger set of changes necessitated by the new relationship. If the firm has thought through its strategy, then the period after the deal is also a crucial period of learning for the firm, as it expands its horizons and benefits from updating and enhancing its operations internationally. Leaving old routines in place is unacceptable. This book is refreshingly relative to most of the business trade books on negotiation out on the market.

Jean-Paul David

CEO Mercadex

Director of Institut MXTM

Canada

"The After-Deal is a fruitful reading written by someone that has an in-depth knowledge of the negotiation process and helps us understand why closing a deal is too often the end of a business relationship. The tips and techniques presented in this book represent the missing link for a successful and sustainable business relationship. I’ve already started to recommend this tool to my customers.

Melissa Nassif

Relationship Manager at LinkedIn

Ireland - Lebanon

"In the After-Deal, Dr. Eliane Karsaklian shares precious knowledge and advice that will not only develop your negotiation skills, but most importantly elevate your long-term relationship with your business partners.

Brian Clegg

Science author

United Kingdom

"When I came across this book, I was delighted to discover that Eliane Karsaklian has used her unique perspective, combining her experience in international negotiation and science, to produce new insights. Just as the physics looks for the simplest discoverable principles underlying the components of the universe, so this book brings out the key elements at the heart of negotiation.

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