01981nam a22003017a 4500 OSt 20260513175835.0 260121b |||||||| |||| 00| 0 eng d 1096-4762 1520-6874 TBS EN TBS eng De Mattos, Claudio 27053 author Negotiating alliances in emerging markets – do partners' contributions matter? / Claudio De Mattos, Stuart Sanderson, Pervez Ghauri. Thunderbird International Business Review, 2002. 701-728 pages. Thunderbird international business review, 2002-11, Vol.44 (6), p.701-728 This 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. MSc International Business 26977 Strategic alliances (Business) 5414 Emerging Markets/Globalization 27045 Globalization Economic aspects 7253 Foreign economic relations 27054 Sanderson, Stuart 27055 author Ghauri, Pervez N. 1948- 21139 author https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/wpxhq256tr lcc 0 0 lcc 0 0 CT TBS TBS 2026-05-13 0 5227 2026-05-13 https://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/wpxhq256tr 2026-05-13 ARTICLE 5227 5227