Toward a conceptual framework of international joint venture negotiations |
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| Institution: | 1. Department of Management, College of Business Administration, University of Hawaii, 2404 Maile Way, Honolulu, HI 96822, USA;1. School of Physics, Trinity College Dublin, Ireland;2. Institute for Theoretical and High Energy Physics (LPTHE), University Pierre and Marie Curie, Paris, France;1. The Save Sight Institute, Sydney Medical School, University of Sydney, Sydney, New South Wales, Australia;2. School of Public Health, University of Sydney, Sydney, New South Wales, Australia;3. Marsden Eye Specialists, Parramatta, New South Wales, Australia;4. Centre for Eye Research Australia, University of Melbourne, Royal Victorian Eye and Ear Hospital, Melbourne, Victoria, Australia;5. Lions Eye Institute, Centre for Ophthalmology and Vision Science, University of Western Australia, Crawley, Western Australia;6. Retina Associates, Chatswood, New South Wales, Australia;7. Academic Unit of Ophthalmology, Australian National University, Acton, Australian Capital Territory;8. University of Western Australia Department of Population Health, Perth, Western Australia;9. Department of Ophthalmology, University Hospital Zurich, University of Zurich, Zurich, Switzerland;1. Leeds University Business School, University of Leeds, Maurice Keyworth Building, Leeds LS2 9JT, United Kingdom;2. Department of Commerce, Finance and Shipping, Cyprus University of Technology, Archiepiskopou Cyprianou 30, 3036 Lemesos, Cyprus;1. Department of Medicine, University of Manitoba, Winnipeg, Manitoba, Canada;2. Department of Ophthalmology, University of Manitoba, Winnipeg, Manitoba, Canada;3. Misericordia Health Center, Winnipeg, Manitoba, Canada;4. Department of Family Medicine, University of Manitoba, Winnipeg, Manitoba, Canada |
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| Abstract: | 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. |
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