Title: International technology-transfer negotiations: towards a win-win strategy

Authors: Liming Zhao

Addresses: Worldwide Business Development, Lexmark International Inc., Lexington, KY 40511, USA

Abstract: This paper argues that a win-win international technology transfer (ITT) negotiation requires firms to effectively manage both economic and psychological dimensions. This approach is applied with data derived from four cases of ITF negotiation between US and Chinese firms. Key elements in ITT negotiation - value of resources, power and power resources, understanding, rewards and costs, and satisfaction - are examined. Results show that psychological factors in conjunction with economic factors exert influence on the process and eventual outcome of an ITT negotiation.

Keywords: developing countries; international technology transfer; negotiation; win—win strategy.

DOI: 10.1504/IJTM.1997.001732

International Journal of Technology Management, 1997 Vol.14 No.2/3/4, pp.287-296

Available online: 18 Aug 2003 *

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