Negotiations in international procurement management

the case of Bank BIC internationalization project within the CPSC space

Autores

  • José Moma Universidade Católica de Angola

DOI:

https://doi.org/10.22456/2178-8839.122950

Palavras-chave:

CPSC; International relations; Negotiations; Procurement management.

Resumo

This research paper identifies the instrumental role of the integrative perspective in international procurement negotiations and evaluates how, in the specific case of BPN’s purchase by BIC, the long-term relationship approach provided the maximization of opportunities in international relations. The research applied a qualitative method that explored the case of BIC internationalization project within the CPSC (Community of Portuguese Speaking Countries) space and resorted to techniques of documentary observation, collected through interviews, official statements and communications. The study demonstrates that BIC strategy gave rise to subsequent negotiations with the same international partner, under conditions of a more cooperative perspective. Findings validate the relevance of an integrative perspective, but suggest that it is instrumental to competitive purposes and demonstrates that the entry into action of business economic actors is not unrelated to a strong involvement of States, through their governments.

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Publicado

2022-08-31

Como Citar

Moma, J. (2022). Negotiations in international procurement management: the case of Bank BIC internationalization project within the CPSC space. Conjuntura Austral, 13(63), 81–94. https://doi.org/10.22456/2178-8839.122950

Edição

Seção

Edição Especial: 25 anos de CPLP: Sucessos, Desafios e Oportunidades