Abstract
Studies of negotiation have proliferated, but few, especially in international business, have systematically detailed the complexity of negotiations in situ. This paper describes and explains the widely publicized, controversial talks between IBM and the Mexican government that followed IBM's proposal to established a 100%-owned personal computer assembly plant near Guadalajara.
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*Steve Weiss is Assistant Professor of Management and International Business and Co-Director of the International Business Negotiation Exercise at the Stern School of Business at New York University. He received his Ph.D. from the University of Pennsylvania. His research concentrates on facets of intergovernmental and intercompany negotiations and on individual negotiator's communications and use of language. For the 1990-91 year, he is on leave at Dartmouth College's Tuck School of Business.
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Weiss, S. The Long Path to the IBM-Mexico Agreement: An Analysis of the Microcomputer Investment Negotiations 1983–86. J Int Bus Stud 21, 565–596 (1990). https://doi.org/10.1057/palgrave.jibs.8490342
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DOI: https://doi.org/10.1057/palgrave.jibs.8490342