FöRFATTARE
Gunnarsson, Håkan; Norberg, Jens

DATUM
2000-08-23

INSTITUTION
Industriell ekonomi och samhällsvetenskap / Industriell marknadsföring och e-handel

SAMMANFATTNING
International negotiation is the link between international planning and implementation. The ability to negotiate successfully may very well depend on the efforts being put into preparatory activities, leading to the purpose of this research, to gain a better understanding of pre-negotiation in an international context, by exploring, describing and partly explaining the process. Personal interviews were conducted with two Swedish international companies to obtain thorough information within the area. The collected data from these two cases are discussed, compared and then finally used to draw general conclusions. The study indicates the different issues that either occur or should be considered prior to the first formal meeting in an international negotiation. The identified issues are the aspects of co-operation / conflict, trust, information gathering and personal relationships. These aspects are found to characterize pre-negotiations.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/206--SE / NR 2000:206