ABSTRACT
This chapter presents the efforts of some parties—the Indian and United States partners to an existing joint venture in India and an Iranian businessman—to reach agreement on the terms of a tripartite operation in Iran. The negotiation strength of a party changes as the value assigned by the recipient to the resources it contributes changes. The catalyst in a multiparty project must have credibility with all interested parties. In addition, the younger family members were anxious to prove themselves in the international environment. The recession in the United States and the problems of the United States automotive industry required the full attention of management, and any negotiations for changing the existing arrangements in India would necessitate expenditure of management time. The Iranian concluded by saying that he would decide definitely after the Indian and American made up their minds. The Indian and the Americans met in the lobby of the hotel to discuss further their differences.
