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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition by Jeanne Brett

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7

Negotiations Between Governments and Foreign Direct Investors

Foreign direct investment (FDI) is a major engine of globalization, economic development, and often cultural change. Companies seek access to resources, markets, and low-cost labor, while governments seek infrastructure, technology, job creation, and economic development. Sound like a win-win negotiation? That is certainly the intent, but integrating the profit-making goals of global companies with the economic development goals of government policymakers is a major negotiation challenge. This chapter draws attention to issues and interests that make FDI negotiations complex and challenging. It begins by identifying and contrasting the interests of foreign direct investors with ...

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