It is rightly said that up till now, it has been a courtship period in the course of the alliance life cycle, with both the partners trying to present a very positive picture about themselves. It is at the negotiation stage when all the economic and financial matters get discussed, all the bitterness starts. Management executives need to be very careful with respect to the conduct of negotiation talks so that they do not cut a bad deal. It is important for executives to link the negotiation strategy to the nature of intended relationship. As the partners start with the process of negotiations, the dynamics that ...
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