Negotiating with firms in developing countries: two case studies

Article 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. (Reprinted by permission of the publisher.)

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Success is not enough: The spectacular rise and fall of a strategic alliance between two multinationals

Article Abstract:

A strategic alliance between two multinational companies from the same geographical region is analyzed. The alliance process from a long-term perspective is described using a theoretical framework based on motives, resources, competitive advantage, trust and performance.

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Managing international joint venture relationships: a longitudinal perspective

Article Abstract:

Research indicates a direct relationship between the level of committed resources in an international joint venture and the level of familiarity between the partners. Studies were based on the formation and development of joint ventures between India and Sweden.

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