The objective of this study is to extend the Kim, Oh & Dwyer's technology transfer negotiation model and to examine the effects of country of origin of the seller on bargaining processes and outcomes in international technology transfer negotiations. ...
The objective of this study is to extend the Kim, Oh & Dwyer's technology transfer negotiation model and to examine the effects of country of origin of the seller on bargaining processes and outcomes in international technology transfer negotiations. More specifically, under the context of technology transfer negotiations between Korean buying firms and two advanced countries' technology suppliers, United States's and Japan's, we explore the effects of the acquiring firm's position in the business environment and capacity to absorb technology on the negotiated contractual terms for the transfer of technology. The research results indicate the Kim, Oh & Dwyer's (1991) negotiation model for technology transfer Is some applicable to the USA model , in which the USA technology supplier is the negot13tlon partner of the Korean buying firm, but not to the Japan model. More research on the Japan model has been needed.