When 'Power Failures' Undermine International Business Negotiations: A Negotiation Analysis of the Dabhol Power Project
Ghandikota, Priya
2002
- Submitted in partial fulfillment of the degree Master of Arts in Law and Diplomacy at the Fletcher School of Law and Diplomacy. Abstract: The purpose of this paper is to investigate the institutional factors that lead to the collapse of interntional business deals. To develop a working framework from which to discuss this problem, the Enron promoted Dabhol Power project in Maharashtra, India will ... read morebe discussed as a case study. Traditional business strategy fails to internalize the social, cultural, political and ideological dimensions of complex business transactions. A preliminary examination of the Dabhol case reveals that many of the problems that led to the inability and unwillingness of the parties involved to implement a business agreement can be explained by negotiation theory. Negotiation theory accounts for the personality of the players, asymmetrical power relations, the lack of cultural know-how, and other complex issues in the pre-negotiation, negotiation and post-negotiation phases that lend insight into why international business agreements may fail. This paper begins with a translation of the history of the Dabhol project, continues with the application of negotiation theory to analyze the problems that arose and concludes with a model that attempts to correlate factors explained by negotiation theory that collectively produce a successful international business negotiation strategy.read less
- ID:
- 9p290m898
- Component ID:
- tufts:UA015.012.DO.00015
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