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Table Of Contents

List of tables and figures
Thesis outline
1. Introduction
1.1 Background
1.1.1 South America
1.1.2 Brazil
1.1.3 Chile
1.1.4 Uruguay
1.1.5 Negotiations
1.1.6 Pricing
1.1.7 Company presentation
1.1.8 Andritz in Växjö
1.2 Problem analysis
1.3 Research question
1.4 Purpose
1.5 Delimitations
2. Theoretical chapter
2.1 International Competitiveness
2.2 Culture
2.2.1 Levels of cultures
2.2.2 Business culture
2.2.3 Home culture versus foreign culture
2.3 Negotiations
2.3.1 How and why negotiate?
2.4 Pricing
2.5 Theoretical overview model
3. Method
3.1 Introduction
3.2 Pre-understanding
3.3 Scientific approach
3.3.1 Hermeneutic
3.4 Research approach
3.4.1 Deduction
3.4.2 Induction
3.5 Qualitative vs. Quantitative research
3.6 Data collection
3.6.1 Theoretical
3.6.2 Empirical
3.7 Value of the study
3.7.1 Validity
3.7.2 Reliability
4. Empirical chapter
4.1 Culture
4.2 Negotiations
4.3 Price negotiations
4.4 Andritz overall comments
5. Analysis chapter
5.1 Cultural influences on business in Brazil, Chile and Uruguay
5.1.1 Culture
5.1.2 Points to consider when doing business in South America
5.1.3 Negotiations
5.1.4 Price negotiations
5.1.5 Andritz´ overall recommendations
5.1.6 Andritz´ company characteristics
6. Final discussions and recommendations
6.1 Final discussion
6.2 Conclusions
6.3 Recommendations
6.4 Future investigation
7. Reference list
7.1 Articles
7.2 Internet sources
7.3 Literature
8. Appendix
8.1 Interview with Olaf Büttner
8.2 Interview with John Ericsson
8.3 Interview with Hans Hjelm
8.4 Andritz pictures
8.5 Geert Hofstede - Cultural Dimensions
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Published by Lee Toh Eng Monica

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Published by: Lee Toh Eng Monica on Sep 14, 2013
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09/19/2013

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