haku: @author Ghauri, P. N. / yhteensä: 5
viite: 4 / 5
| Tekijä: | Ghauri, P. N. |
| Otsikko: | Negotiating with firms in developing countries: two case studies. |
| Lehti: | Industrial Marketing Management
1988 : FEB, VOL. 17:1, p. 49-53 |
| Asiasana: | NEGOTIATION (SALES) DEVELOPING COUNTRIES |
| Kieli: | eng |
| Tiivistelmä: | An analysis is presented about the negotiations between Swedish firms, as sellers, and firms in India and Nigeria as buyers. Two cases with developing countries as buyers are compared with a case within Sweden, where both the buyer and the seller came from Sweden. Previous studies are mentioned. Methodology is outlined. Case background factors are highlighted. The general characteristics of the negotiation processes are compared. Potential conflicts are highlighted. Power and dependence positions are identified. The role of time is examined. The role of the respective government and environmental differences emerged as critical factors. Managerial implications are summarized. |
SCIMA