Negotiations in Turn-Key Projects a Cross-Cultural Study

Pervez N. Ghauri; Finn Wiedersheim-Paul

doi:10.1007/978-3-319-16946-0_143

Negotiations in Turn-Key Projects a Cross-Cultural Study

Pervez N. Ghauri, Finn Wiedersheim-Paul

Strategy and International Business

Research output: Chapter in Book/Report/Conference proceeding › Chapter

Abstract

Turn-key projects are becoming increasingly frequent in international business. In these projects negotiation process is of particular interest. In this paper a model has been developed for the investigation of the important factors in negotiation process. This model has been utilized to describe and analyze two case studies.

Original language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	551
Number of pages	1
DOIs	https://doi.org/10.1007/978-3-319-16946-0_143
Publication status	Published - 2015

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Bibliographical note

Publisher Copyright:
© 2015, Academy of Marketing Science.

ASJC Scopus subject areas

Marketing
Strategy and Management

Access to Document

10.1007/978-3-319-16946-0_143

Cite this

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Negotiations in Turn-Key Projects a Cross-Cultural Study. / Ghauri, Pervez N.; Wiedersheim-Paul, Finn.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2015. p. 551 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter

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Negotiations in Turn-Key Projects a Cross-Cultural Study

Abstract

Publication series

Bibliographical note

ASJC Scopus subject areas

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Cite this