Middle Eastern Negotiations
Prenegotiation Activities Important to Successful Negotiations
Background
Frank Rogers heads up the international division of a U.S.-based fast-food company that wants to open up franchising operations in the Middle East. The company specializes in family and individual meals and specialty sandwiches. The company’s menu offers fish and meat entrees, including roasted chicken, beef, and baked ham. The company opened franchising operations in Europe 5 years ago and now operates in seven Western European countries and two Eastern European countries. Two years ago the company entered the Latin American market, initially in Mexico; it expanded its franchising operations to South America, Brazil being the first ...
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