Negotiation strategy in Egyptian multinational enterprises.

The negotiation process (NP) is the process by which two or more negotiation parties try to achieve a mutual agreement. The negotiation strategy selection (NSS) is an important part in this process. As the proportion of the international to domestic trade increased in recent years so the frequency of the negotiation processes between people from different countries and cultures increased. Most of the relevant studies in the negotiation field focussed on NP generally and a very few of these studies focussed on the negotiation strategy (NS). There are many factors that influence NSS but from the relevant studies in the negotiation field there was no study focussed on the internal factors that influence NSS especially in multinational enterprises. Therefore, this study focussed on NS in multinational enterprises generally and Egyptian Multinational Enterprises (EME) specifically. The study. aimed to (i) Identify the concepts ofNPand NS. (ii) Identify the main types of NS and the negotiation tactics (NT). (iii) Identify the internal factors that influence NSS. This was undertaken with EME as a survey study, and Aea Brown Boveri (ABB) as a case study. ' j • This study' showed that there was arelative understanding in the perceptions of the managers in EME and ABB regarding the concepts of NP and NS and the main types of NS and NT. Also, their understanding regarding the concepts of NS was closer to the literature views than their understanding regarding the concepts ofNP. Further, there was a difference between the literature views and the managers' views in EME and ABB regarding the internal factors that influence NSS ..Finally, there was a difference between the managers' views in E:ME·and ABB 'regarding the concepts of NP and NS; the main types ofNS and NT and the importance rate (IR)"and the dependence rate (DR) of the internal factors that influence NSS.