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Toward a conceptual framework of international joint venture negotiations


  • Luo, Yadong


Knowledge about determinants, processes, and outcomes of negotiation can help international business managers employ appropriate collaborative strategies that will result in maximum benefits. This article tackles a prominent issue in the dynamic, evolutionary process of international joint venture (IJV) development: contract negotiations during IJV formation. Building on a sociopsychological perspective together with transaction cost theory, this article presents an integrated conceptual framework on IJV negotiations in a general context where relevant antecedent, concurrent, and consequent factors are interlocked and mutually influential in sequence. It articulates three levels of antecedents of IJV negotiations (environmental, organizational, and individual), three core concurrent factors (term specificity, issue diversity, and contractual obligability, and three sequential consequences including the immediate outcome (IJV formation satisfaction), intermediate effect (IJV process performance), and ultimate effect (IJV overall performance). The interrelationships among them are proposed.

Suggested Citation

  • Luo, Yadong, 1999. "Toward a conceptual framework of international joint venture negotiations," Journal of International Management, Elsevier, vol. 5(2), pages 141-165.
  • Handle: RePEc:eee:intman:v:5:y:1999:i:2:p:141-165

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    References listed on IDEAS

    1. John L Graham & Leonid I Evenko & Mahesh N Rajan, 1992. "An Empirical Comparison of Soviet1 and American Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(3), pages 387-418, September.
    2. Asha Rao & Stuart M Schmidt, 1998. "A Behavioral Perspective on Negotiating International Alliance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 665-694, December.
    3. Phatak, Arvind V. & Habib, Mohammed M., 1996. "The dynamics of international business negotiations," Business Horizons, Elsevier, vol. 39(3), pages 30-38.
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    Cited by:

    1. Luo, Yadong & Shenkar, Oded, 2002. "An empirical inquiry of negotiation effects in cross-cultural joint ventures," Journal of International Management, Elsevier, vol. 8(2), pages 141-162.
    2. Chen, Pao-Lien & Tan, Danchi & Jean, Ruey-Jer “Bryan”, 2016. "Foreign knowledge acquisition through inter-firm collaboration and recruitment: Implications for domestic growth of emerging market firms," International Business Review, Elsevier, vol. 25(1), pages 221-232.
    3. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
    4. repec:eee:iburev:v:27:y:2018:i:2:p:401-409 is not listed on IDEAS


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