Abstract
As discussed in the opening chapter, the institutional environment of a country is often influential in shaping the ease or the difficulty of the negotiating process.1 This, in turn, has important implications for the potential of value creation in a given environment. When the negotiating process is relatively less challenging, there is greater scope for value creation. We would also surmise that when the potential for value creation is high, the country’s rate of growth may also accelerate. India has been growing very rapidly in recent years and is now often hailed as an emerging superpower. Indeed, a question in the mind of analysts and business commentators is can or will India overtake China? India’s transformation from the relatively introverted and stagnant economy of the 1970s and 1980s to an economy that is increasingly dynamic is a major shift in terms of how it is viewed by both insiders and outsiders. No doubt, the Indian institutional environment, or at least some components of it, have begun to shift, especially from the early 1990s when India initiated the process of reforming its economy. Growth has also accelerated and that is no doubt welcome both from an Indian perspective as well as from an external perspective, which now sees in India the possibility of a large market into which they could sell.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Notes
R. Kumar and V. Worm (2004) ‘Institutional Dynamics and the Negotiation Process: Comparing India and China’, International Journal of Conflict Management, 15: 304–34.
D. A. Lax and J. K. Sebenius (1986) The Manager as a Negotiator (New York: Free Press).
G. Das (2002) The Elephant Paradigm: India Wrestles with Change (New Delhi: Penguin Books), 62.
Cited in. R. Kumar & A. Sethi (2005) Doing Business in India (New York: Macmillan), 128.
R. Kumar and V. Worm (2004) ‘Institutional Dynamics and the Negotiation Process: Comparing India and China’, International Journal of Conflict Management, 15: 304–34.
L. Saez (1998) ‘A Comparison of India and China’s Foreign Investment Strategy toward Energy Infrastructure’, Journal of Developing Areas, 32: 199–220.
T. Kostova and S. Zaheer (1999) ‘Organizational Legitimacy under Conditions of Complexity: The Case of the Multinational Enterprise’, Academy of Management Review, 24: 64–81.
R. Kumar and A. Sethi (2005) Doing business in India (New York: Macmillan).
R. Kumar (2004) ‘Interpretative Performance and the Management of Legitimacy in Emerging Market Economies: Lessons from India’, Business and Society Review, 109: 363–88.
R. Kumar (2004) ‘Brahmanical Idealism, Anarchical Individualism, and the Dynamics of Indian Negotiating behavior’, International Journal of Cross Cultural Management, 4: 39–58.
R. Kumar and V. Worm (2004) ‘Institutional Dynamics and the Negotiation Process: Comparing India and China’, International Journal of Conflict Management, 15: 304–34.
R. Kumar and A. Sethi (2005) Doing Business in India (New York: Macmillan).
Cited in R. Kumar and A. Sethi (2005) Doing Business in India (New York: Macmillan), 128.
C. C. Chen, X. P. Chen, and J. R. Meindl (1998) ‘How Can Cooperation Be Fostered? The Cultural Effects of Individualism-collectivism’, Academy of Management Review, 23: 285–304.
Y. Vertzberger (1984) ‘Bureaucratic Organizational Politics and Information Processing in a Developing State’, International Studies Quarterly, 28: 69–95.
J. Brockner and B. M. Wiesenfield (1996) ‘An Integrative Framework for Explaining Reaction to Decisions’, Psychological Bulletin, 120: 189–211.
M. Deutsch (1975) ‘Equity, Equality, and Need: What Determines which Value Will Be Used as a Basis of Distributive Justice’, Journal of Social Issues, 31: 137–49.
R. Kumar and V. Worm (2004) ‘Institutional Dynamics and the Negotiation Process: Comparing India and China’, International Journal of Conflict Management, 15: 304–34.
J. B. P. Sinha and R. N. Kanungo (1997) ‘Context Sensitivity and Balancing in Indian Organizational behavior’, International Journal of Psychology, 32: 92–105.
Copyright information
© 2011 Rajesh Kumar and Verner Worm
About this chapter
Cite this chapter
Kumar, R., Worm, V. (2011). Negotiating in the Indian Institutional Environment. In: International Negotiation in China and India. Palgrave Macmillan, London. https://doi.org/10.1057/9780230353909_5
Download citation
DOI: https://doi.org/10.1057/9780230353909_5
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-31921-3
Online ISBN: 978-0-230-35390-9
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)