INTERNATIONAL TECHNOLOGY-TRANSFER NEGOTIATIONS - TOWARDS A WIN-WIN STRATEGY

This paper argues that a win-win international technology transfer (IT T) negotiation requires firms to effectively manage both economic and psychological dimensions. This approach is applied with data derived f rom four cases of ITT negotiation between US and Chinese firms. Key el ements in ITT negotiation - value of resources, power and power resour ces, understanding, rewards and costs, and satisfaction - are examined . Results show that psychological factors in conjunction with economic factors exert influence on the process and eventual outcome of an ITT negotiation.