Strategic Assessment of International Partnership in Asean Countries.

Partnership under the form of joint-ventures and licensing agreements between a multinational company and a local entrepreneur has become a predominant mode of entry into growing markets of the developing world. This paper illustrates three major issues in the process of building partnerships in the international selling, namely, the strategic perspective of both parties, the selection of partners, and the negotiation of the partnership. Data for this study was drawn from an earlier investigation at the Euro-Asia Center of INSEAD. [ABSTRACT FROM AUTHOR]