THE LONG PATH TO THE IBM-MEXICO AGREEMENT - AN ANALYSIS OF THE MICROCOMPUTER INVESTMENT NEGOTIATIONS, 1983-86

Studies of negotiation have proliferated, but few, especially in international business, have systematically detailed the complexity of negotiations in situ. This paper describes and explains the widely publicized, controversial talks between IBM and the Mexican government that followed IBM's proposal to established a 100%-owned personal computer assembly plant near Guadalajara. © 1990, Academy of International Business.