International business negotiations a turn-key project
Date
2013
Authors
Ghauri, P.N.
Editors
Kaynak, E.
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Book chapter
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Source details - Title: Service Industries in Developing Countries, 2013 / Kaynak, E. (ed./s), pp.74-89
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Abstract
The article describes and analyses the negotiation process between a Swedish supplier and an African customer. Although the literature on international business negotiations is very poor, it is reviewed; a model for international business negotiations is developed and then utilised to describe and analyse a case-study. The factors influencing the negotiation process are identified and conclusions are drawn; the process took a very long time, more than two years, and a number of unexpected issues caused interference in the process. The differences in cultural background and the atmosphere between the parties strongly affected their chances of reaching a mutually satisfactory agreement.
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Copyright 2013 Routledge