Negotiation Strategies in International Business Government Relations: A Study in India

Late in 1963, Bechtel Corporation Began Exploring with the Government of India a Crash Program to Produce one Million tons of fertilizer in India by Constructing five standardized plants of 200,000 tons each annual capacity.111 The case summary is based on my article “A Consortium that Never Was,” Columbia Journal of World Business, September-October, 1969, pp. 63-65. In August 1964, a committee of senior officials from the ministries of finance, Petroleum and Chemicals, and food and Agriculture authorized Bechtel to submit by late December 1964 a detailed feasibility study on the production and distribution of approximately one million tons per annum of nitrogen in urea and complex fertilizers. The Schedule for project Development was: submission of a Specific Proposal by early January 1965 Approval in principle by March 1965, final approval of specific terms of investment by July 1, 1965.© 1970 JIBS. Journal of International Business Studies (1970) 1, 21–42