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The Long Path to the IBM-Mexico Agreement: An Analysis of the Microcomputer Investment Negotiations 1983–86

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  • Stephen E Weiss

    (New York University)

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.© 1990 JIBS. Journal of International Business Studies (1990) 21, 565–596

Suggested Citation

  • Stephen E Weiss, 1990. "The Long Path to the IBM-Mexico Agreement: An Analysis of the Microcomputer Investment Negotiations 1983–86," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 21(4), pages 565-596, December.
    • Handle: RePEc:pal:jintbs:v:21:y:1990:i:4:p:565-596
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    Cited by:

    1. Fainshmidt, Stav & White, George O. & Cangioni, Carole, 2014. "Legal Distance, Cognitive Distance, and Conflict Resolution in International Business Intellectual Property Disputes," Journal of International Management, Elsevier, vol. 20(2), pages 188-200.
    2. Drogendijk, Rian & Andersson, Ulf, 2013. "Relationship development in Greenfield expansions," International Business Review, Elsevier, vol. 22(2), pages 381-391.
    3. Brau, James C. & Rodríguez, Javier, 2009. "An empirical analysis of Mexican and US closed-end mutual fund IPOs," Research in International Business and Finance, Elsevier, vol. 23(1), pages 1-17, January.
    4. Vivoda Vlado, 2011. "Bargaining Model for the International Oil Industry," Business and Politics, De Gruyter, vol. 13(4), pages 1-36, December.

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