International Business Negotiations A Turn-Key Project

Pervez N. Ghauri*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

2 Citations (Scopus)


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.

Original languageEnglish
Pages (from-to)74-89
Number of pages16
JournalThe Service Industries Journal
Issue number1
Publication statusPublished - Mar 1986

ASJC Scopus subject areas

  • Strategy and Management
  • Management of Technology and Innovation


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