haku: @indexterm Interorganizational relations / yhteensä: 269
viite: 152 / 269
| Tekijä: | Weiss, S. |
| Otsikko: | Analysis of complex negotiations in international business: the RBC perspective |
| Lehti: | Organization Science
1993 : MAY, VOL. 4:2, p. 269-300 |
| Asiasana: | NEGOTIATION INTERNATIONAL BUSINESS INTERORGANIZATIONAL RELATIONS |
| Kieli: | eng |
| Tiivistelmä: | The article defines international business negotiation, targets the subset of complex, interorganizational negotiations, presents as an example the 1985-86 CGE-ITT telecommunications merger, and considers the partial views of the merger talks provided by existing frameworks. Several reasons then enumerated underscore the need for and potential value of an inclusive, generally applicable perspective for complex negotiations. A temporal dimension completes the framework. |
SCIMA