AUTHOR
Mau, Michaela

DATE
2000-06-14

DEPARTMENT
Business Administration and Social Sciences / Industrial marketing and e-commerce

SUMMARY
In a global economy managers constantly negotiate with people from other cultures, whether the issue is co-ordinating operations within a multinational firm, arranging a joint venture, or convincing a foreign government to approve construction of a plant. Sweden is a country, which for its economy is depending on international trading. Therefore it is of great importance for Swedish businessmen to find new and/or develop old markets to improve competitiveness on the global marketplace. Businessmen need to have knowledge about the international business process as well as knowledge about how different counterparts behave in negotiations in different cultures. In this thesis Swedish businessmen’s experiences in negotiations with German counterparts is studied. Even though the countries have cultural similarities there exist some differences to be aware of in order to success in business negotiations.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/096--SE / NR 2000:096