What Are the Strategies for Negotiating Joint Ventures in Developing Countries?
Article from: OGEL 4 (2006), in Production Sharing Contracts
Abstract
Joint Ventures are now, for multinationals, one of the most acceptable ways to carry out business in developing countries. Reports on negotiations for these joint ventures with state companies are filled with many failed cases and deadlocked negotiations. This paper will try to enumerate and explain what the important considerations for a foreign multinational wishing to conduct a successful negotiated settlement on the structure of a JV with a state owned company in the developing world. Tactics, strategies and cultural mistakes to be avoided will be analyzed in this ...