Negotiating international industrial projects: MNCS versus emerging markets

Research output: Chapter in Book/Report/Conference proceedingChapter


Concentrating on package deals and treating the process of international business negotiation as a problem-solving process, this paper analyzes the negotiations between Swedish firms (as sellers) and firms in India and Nigeria as buyer firms. The theoretical framework is derived from Ghauri 1983 and 1986, and Sawyer and Guetzkow's model of negotiation. The two cases with developing nations as buyers are compared with a case within Sweden where both the buyer and the seller came from Sweden. The role of the respective government and environmental differences emerge as the paramount factors with either maximum or minimum influence on the process of negotiation itself in the context of project sales. The study presents a number of propositions in conclusion and suggests some implications.

Original languageEnglish
Title of host publicationGetting Better at Sensemaking
PublisherJAI Press
Number of pages15
ISBN (Print)0762306335, 9780762306336
Publication statusPublished - 2000

Publication series

NameAdvances in Business Marketing and Purchasing
ISSN (Print)1069-0964

ASJC Scopus subject areas

  • Economics, Econometrics and Finance (miscellaneous)
  • Marketing


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