TY  - CHAP
AB  - 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.
VL  - 9
SN  - 978-1-84950-043-2, 978-0-76230-633-6/1069-0964
DO  - 10.1016/S1069-0964(00)09006-2
UR  - https://doi.org/10.1016/S1069-0964(00)09006-2
AU  - Ghauri Pervez N.
ED  - Arch G. Woodside
PY  - 2001
Y1  - 2001/01/01
TI  - Negotiating international industrial projects: MNCS versus emerging markets
T2  - Getting Better at Sensemaking
T3  - Advances in Business Marketing and Purchasing
PB  - Emerald Group Publishing Limited
SP  - 187
EP  - 201
Y2  - 2024/04/26
ER  -