Negotiating international industrial projects: MNCS versus emerging markets

Getting Better at Sensemaking

ISBN: 978-0-76230-633-6, eISBN: 978-1-84950-043-2

ISSN: 1069-0964

Publication date: 2 February 2001


Concentrating on package deals and treating the process of international business negotiation as a problem-solving process, this paper analyzes the negotiations between Swedish firms (as sellers) and firms in India and Nigeria as buyer firms. The theoretical framework is derived from Ghauri 1983 and 1986, and Sawyer and Guetzkow's model of negotiation. The two cases with developing nations as buyers are compared with a case within Sweden where both the buyer and the seller came from Sweden. The role of the respective government and environmental differences emerge as the paramount factors with either maximum or minimum influence on the process of negotiation itself in the context of project sales. The study presents a number of propositions in conclusion and suggests some implications.


Ghauri, P. (2001), "Negotiating international industrial projects: MNCS versus emerging markets", Woodside, A. (Ed.) Getting Better at Sensemaking (Advances in Business Marketing and Purchasing, Vol. 9), Emerald Group Publishing Limited, Bingley, pp. 187-201.

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