Negotiating complexity and legitimacy in independent power project development

Article Abstract:

Developing countries seek private sector participation in infrastructure development. One such area is private electricity generation plants or independent power projects. The process of negotiations of such contracts is long drawn and laced with distrust for each other. Suggestions are offered for developing a strategy wherein the contracts will build trust and result in implementation of investment projects.

United States, Denmark, Electric Power Generating, Electric Power Generation, Management dynamics, Electric services, Developing Countries, Management, Public works, Company business management, Electric power production, Public-private sector cooperation

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A comparative analysis of sales training in Europe: implications for international sales negotiations

Article Abstract:

Sales training practices of small and medium sized companies in southern European and northern European countries are analyzed. The regional cultures lead to differences in training methods than in actual training content.

Europe, Personnel administration, Influence, Training, Sales personnel, Salespeople, Small and medium sized companies, European culture

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