Rao, Asha; Schmidt, Stuart M. - In: Journal of international business studies : JIBS ; an … 29 (1998) 4, pp. 665-694
. The strategy literature on alliances and the behavioral literature on negotiations were incorporated into a behavioral … model of alliance negotiations. Constructs identified from transaction cost, power dependence and game theories were … integrated and linked to hypotheses describing negotiators' influence tactics in alliance negotiations. In examining eighty …