01880nam a22002777a 4500003000400000005001700004008004100021022001400062022001400076040001700090041000800107100003100115245014100146260005400287300001900341362007800360520084600438630003101284650003501315650003501350650003601385650003101421700003001452700003701482856008301519OSt20260513175835.0260121b        |||||||| |||| 00| 0 eng d  a1096-4762  a1520-6874  aTBSbENcTBS  aeng  aDe Mattos, Claudioeauthor  aNegotiating alliances in emerging markets – do partners' contributions matter? c/ Claudio De Mattos, Stuart Sanderson, Pervez Ghauri.  bThunderbird International Business Review,c2002.  a701-728 pages.  aThunderbird international business review, 2002-11, Vol.44 (6), p.701-728  aThis article explores a “tool” that may be used for the informal phase of negotiations of alliances in emerging markets. Four different partner perspectives of the partners of an alliance are analyzed: how the foreign investor views his own contributions to the venture, how the foreign investor views the local partner's contributions, how the local partner views his own contributions, and how the local partner views the contributions of the proposed foreign investor. Three categories of differences in perception are identified. These four perspectives and three categories are discussed using the appropriate research findings from relevant literature. The article discusses the implications for business negotiations of the identified perceptual conflicts for international business practitioners, researchers, and policy makers.  0aMSc International Business 0aStrategic alliances (Business) 0aEmerging Markets/Globalization 0aGlobalizationxEconomic aspects 0aForeign economic relations  aSanderson, Stuarteauthor  aGhauri, Pervez N.d1948-eauthor  uhttps://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/wpxhq256tr