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International business negotiations a turn-key project

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dc.contributor.authorGhauri, P.N.
dc.contributor.editorKaynak, E.
dc.date.issued2013
dc.description.abstractThe 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.
dc.identifier.citationSource details - Title: Service Industries in Developing Countries, 2013 / Kaynak, E. (ed./s), pp.74-89
dc.identifier.doi10.4324/9781315035178
dc.identifier.isbn9781315035178
dc.identifier.urihttps://hdl.handle.net/11541.2/125846
dc.language.isoen
dc.publisherTaylor and Francis
dc.publisher.placeUK
dc.rightsCopyright 2013 Routledge
dc.source.urihttps://doi.org/10.4324/9781315035178
dc.subjectnegotiation process
dc.subjectinternational business negotiations
dc.titleInternational business negotiations a turn-key project
dc.typeBook chapter
pubs.publication-statusPublished
ror.mmsid9916123001301831

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