Negotiating with firms in developing countries: Two case studies

Pervez N. Ghauri

doi:10.1016/0019-8501(88)90026-0

Negotiating with firms in developing countries: Two case studies

Pervez N. Ghauri

Strategy and International Business

Research output: Contribution to journal › Article › peer-review

17 Citations (Scopus)

Abstract

This article analyzes the negotiations between Swedish firms, as sellers, and firms in India and Nigeria as buyers. The two cases with developing countries 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 factors on the process of negotiation itself.

Original language	English
Pages (from-to)	49-53
Number of pages	5
Journal	Industrial Marketing Management
Volume	17
Issue number	1
DOIs	https://doi.org/10.1016/0019-8501(88)90026-0
Publication status	Published - Feb 1988

ASJC Scopus subject areas

Marketing

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Negotiating with firms in developing countries: Two case studies

Abstract

ASJC Scopus subject areas

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