Article | Harvard Business Review | January – February 1977

Negotiating with Third World Governments

by L. T. Wells Jr.

Keywords: Negotiation; Global Range; Government and Politics;


Wells, L. T., Jr. "Negotiating with Third World Governments." Harvard Business Review 55, no. 1 (January–February 1977). (Abridged version in AMA Marketing News, June 1977. Also reprinted in Douglas N. Dickson (ed.) Managing Effectively in the World Marketplace. New York: John WIley & Sons, 1983.)