000			01981nam a22003017a 4500
003			OSt
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008			260121b |||||||| |||| 00| 0 eng d
022			_a1096-4762
022			_a1520-6874
040			_aTBS _bEN _cTBS
041			_aeng
100			_aDe Mattos, Claudio _927053 _eauthor
245			_aNegotiating alliances in emerging markets – do partners' contributions matter? _c/ Claudio De Mattos, Stuart Sanderson, Pervez Ghauri.
260			_bThunderbird International Business Review, _c2002.
300			_a701-728 pages.
362			_aThunderbird international business review, 2002-11, Vol.44 (6), p.701-728
520			_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.
630		0	_aMSc International Business _926977
650		0	_aStrategic alliances (Business) _95414
650		0	_aEmerging Markets/Globalization _927045
650		0	_aGlobalization _xEconomic aspects _97253
650		0	_aForeign economic relations _927054
700			_aSanderson, Stuart _927055 _eauthor
700			_aGhauri, Pervez N. _d1948- _921139 _eauthor
856			_uhttps://research-ebsco-com.hub.tbs-education.fr/c/q5dvh4/viewer/pdf/wpxhq256tr
942			_2lcc
999			_c5227 _d5227