scholarly journals Preparation of International Business Negotiation Strategies: Competitive Assessment Aspects in The Market Power System

2020 ◽  
Vol 74 ◽  
pp. 06024
Author(s):  
Kęstutis Peleckis ◽  
Valentina Peleckienė ◽  
Kęstutis K. Peleckis ◽  
Giedrė Lapinskienė ◽  
Zlatko Nedelko
Keyword(s):  
Market Power ◽  
International Business ◽  
Competition Policy ◽  
Research Problem ◽  
Natural Monopoly ◽  
Theory And Practice ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
The Subject ◽  
Regulatory Measures

The existence of exclusive rights to produce or supply services means a monopoly. Often it is called a natural monopoly. Exclusive rights are granted for a long period of time, which should encourage major investments in infrastructure, the development of which is unlikely to occur without a guaranteed market. But sometimes exclusive rights are used in situations where there is no natural monopoly. Exclusive rights are, in many respects, one of the main routes to market. Exclusive rights may allow monopoly pricing and other market power tools. Regulatory measures used by competition authorities alone do not make it possible to avoid such a situation, as they often show a very low success rate in preventing market power from being used to protect consumers. The purpose of this article is to analyze the theory and practice of preparing negotiating strategies in a complex way, to reveal opportunities to develop and implement these negotiating strategies, taking into account competition policy actions. The subject of the study is the preparation of negotiation strategies taking into account competition policy actions in the market. The research problem of the article there is not enough tools in the negotiation theory to help develop negotiation strategies in line with competition policy actions.

scholarly journals Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market

2021 ◽  
Vol 129 ◽  
pp. 12003
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Market Power ◽  
Market Competition ◽  
Value Added ◽  
Assessment Tools ◽  
Key Factors ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Business Entities

Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria assessment tools to balance them in the conditions of distorted construction sector market competition. Methods: multi-criteria assessment is used to assess the market power of business entities in business negotiations in order to select effective strategic solutions for construction sector’s business negotiations. Findings & Value added: a developed algorithm for the development of construction sector’s business negotiation strategy based on evaluations of bargaining power is presented.

scholarly journals INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS

2016 ◽  
Vol 17 (6) ◽  
pp. 882-900 ◽  
Author(s):  
Kęstutis PELECKIS
Keyword(s):  
International Business ◽  
Bargaining Power ◽  
Scientific Literature ◽  
Negotiation Process ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Analysis And Synthesis ◽  
Business Negotiations ◽  
Increasing Risk ◽  
Data Analysis Methods

At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability of the developed model in an international business negotiation situation – in case of attracting investments. Research methods – scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalisation methods, mathematical and statistic data analysis methods. According to the results, the developed model can be used to reinforce international business negotiations and electronic business negotiations, as an independent systemic unit of the negotiation process (a measure that is autonomous or requires only partial intervention of the negotiator).

scholarly journals International Business Negotiation Strategies: Cases of Discrimination in Public Procurements

2019 ◽  
pp. 54-64
Author(s):  
Kęstutis Peleckis ◽  
Valentina Peleckienė ◽  
Kęstutis Peleckis ◽  
Edita Leonavičienė
Keyword(s):  
International Business ◽  
Price Discrimination ◽  
Negative Impact ◽  
Market Competition ◽  
Consumer Welfare ◽  
Theory And Practice ◽  
Negative Consequences ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Different Levels

In the absence of competition, allowing monopolists to discriminate on prices, sales volumes may increase by adopting lower prices for certain groups of consumers who would not otherwise have purchased. If price discrimination is not perfect, it increases consumer welfare - that is, if the price does not correspond to the evaluation of each product by the consumer, then discrimination allows for additional consumers to buy the product at a price, which is lower than the one they would have liked to pay for it. This often results in negative consequences for both consumers and sellers. In this case opportunities for international business are opening, as intervention from other markets can provide additional alternatives to buyers by reducing the negative impact of distorted competition for the balance of negotiating power of negotiators. But there is another problem here in assessing the concentration of market participants, their impact on price discrimination. The aim of the article is to analyze the existing theory and practice of negotiation strategy in a complex way, at different levels of competition, to reveal possibilities to develop and implement these strategies, taking into account the problems of price discrimination. The object of the article is the preparation of negotiation strategies at different levels of competition, taking into account the problems of price discrimination. The article deals with the problem - there are not enough tools in the negotiation theory to help develop negotiation strategies with different levels of competition and price discrimination problems. The paper analyzes the mathematical model of oligopoly. This model explores the feasibility and effectiveness of negotiation strategy preparation in the face of distorted market competition.

scholarly journals Theoretical aspects of modern security threats. Definitions, typologies, evolution

2021 ◽  
Vol 199 (1) ◽  
pp. 86-95
Author(s):  
Agnieszka Rogozińska
Keyword(s):  
20Th Century ◽  
Research Problem ◽  
Research Process ◽  
Theory And Practice ◽  
Security Threats ◽  
Lexical Meaning ◽  
Main Research ◽  
Scientific Cognition ◽  
The Subject ◽  
Political Economic

In the literature on the subject, the term “security” is accompanied by the terms “non-threatening state”, “non-threatening state of peace”, “state of peace”, “state of certainty”. The lexical meaning of the term (Latin sine cura – no worries) should be understood as a situation in which there are no threats. In the context of lexical meaning, the term security means a risk-free situation. Contemporary understanding of the term focuses its attention on learning security understood as the resultant of the theory and practice of providing a reference subject with the possibility of survival (existence) and the pursuit of own interests, particularly using opportunities, taking challenges, minimizing risk and counteracting all types of threats. Definitive approaches to the term security indicate that it should be understood as a state and process. The state of security should be understood as a sense of confidence of the subject and guarantee of its survival, while the process – as chance for improvement and development of state’s means to protect and defend it. The current catalog of security threats proposed by Barry Buzan was extended in the second half of the 20th century from military nature threats to threats of a political, economic, social, and environmental nature. These changes have redefined the modern understanding of security. The main research problem was formulated as the question: what are the theoretical aspects of contemporary security threats? The article aims to analyze and diagnose contemporary definitions of security and its threats. The research process uses methodological methods of scientific cognition, mainly analysis and criticism of literature.

scholarly journals The mathematical competence of Olympiad participants as an indicator of the quality of mathematical training level

2021 ◽  
Vol 51 (3) ◽  
pp. 169-187
Author(s):  
Aida O. Keldibekova ◽  
Keyword(s):  
Research Problem ◽  
School Curriculum ◽  
Point Of View ◽  
Theory And Practice ◽  
Kyrgyz Republic ◽  
School Students ◽  
Mathematical Competence ◽  
The Subject ◽  
Development Of Competencies

Introduction. The relevance of the research on the formation and assessment of the level of development of competencies in the mathematical educational field is due to the fact that the subject competence of the participant of the Olympiad predetermines his victory in the competition. And the Mathematical Olympiad, as a form of education, has potential not only for the formation, development, but also for determining the level of mathematical competence of its participants. The research problem is to justify the didactic potential of the mathematical Olympiad as a tool for determining the level of mathematical competence of school students. Aim of the study: to theoretically substantiate, develop and specify the content, indicators of mathematical competence of mathematical Olympiad participants Methodology and research methods. The methodological basis of the study is determined by: the activity and competence-based approaches to teaching; a retrospective analysis of psychological and pedagogical studies affecting the formation and development of key and subject competencies of schoolchildren; an analysis of the content of mathematical Olympiads; an analysis of the results of Kyrgyz Republic schoolchildren in international mathematical Olympiads; the study and generalization of the experience of juries of Olympiads. Results. The subject Olympiad forms a competence-based educational environment in which the levels of formation of key and subject competencies of its participants are most fully displayed. The competence-based approach to training in the Olympiad environment is characterized by the formulation of objectives from the point of view of the activity approach to the formed competence. Subject competence is leading in determining the quality of the student’s Olympiad activity. The mathematical Olympiad is one of the effective forms of both the formation and development, and the determination of the level of mathematical competence of its participants. The introduction of presented system for preparing schoolchildren for mathematical Olympiads, using model’s formation of mathematical, informational competencies in the experimental group, led to an increase in students' knowledge of the theory and practice of solving Olympiad problems in mathematics by 12,95%; the qualitative indicator of knowledge of the school curriculum in mathematics increased by 15,25%. The index of absolute indicators in the experimental groups in the theory of Olympiad mathematics was 53,12%, in the methods of solving Olympiad problems – 55,38%. In control groups, these indicators were 41,23% and 42,36%, respectively. The qualitative indicator of exam results of schoolchildren of the Olympic reserve turned out to be 19% higher. The results of the questionnaire survey participants of the Olympiads confirm the expediency of using technology for the development of critical thinking, the project method of teaching, ICT in the process of preparing for the Olympiads, contributing to the emergence of motivation to study an extracurricular course in mathematics in 68% of students, 42% of students showed a desire to participate in the Olympiads. The results obtained confirm our conclusions that the development of the mathematical competence of the participants of the Olympiads is successfully realized only in a situation of continuous Olympiad activity.

scholarly journals Competition assessment in business negotiations under distorting market conditions

2020 ◽  
Author(s):  
Kęstutis Peleckis ◽  
Valentina Peleckienė ◽  
Bahman Peyravi ◽  
Edita Leonavičienė
Keyword(s):  
Market Power ◽  
Analytical Framework ◽  
Theory And Practice ◽  
Assessment Process ◽  
Bargaining Theory ◽  
Market Conditions ◽  
Potential Harm ◽  
Business Negotiation ◽  
Business Negotiations ◽  
Competitive Rivalry

The competition assessment process provides an analytical framework for business negotiation entities to mitigate, or avoid potential competition problems. It helps to identify possible alternatives that may reduce, or eliminate potential harm to competition. Limiting the number of business negotiation enti-ties leads to the risk that market power will be created and competitive rivalry will be reduced. The aim of the article is to analyze the theory and practice of developing and implementing business negotiation strat-egies in a complex way, also to evaluate the level of competition in distorting market conditions. The ob-ject of the study is to strike a balance at the level of competition in business negotiations, under distorting market conditions. The scientific problem is that bargaining theory lacks tools to assess and balance the level of competition between participants in market conditions that distort competition.

The Application of Vague Language in International Business Negotiations from a Cross-cultural Perspective

2017 ◽  
Vol 7 (7) ◽  
pp. 585 ◽  
Author(s):  
Jing Zhang ◽  
Yeli Shi
Keyword(s):  
International Business ◽  
Economic Globalization ◽  
Cross Cultural ◽  
Cultural Perspective ◽  
Great Role ◽  
Appropriate Use ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Vague Language

in the environment of economic globalization, business negotiation becomes more and more frequent than ever. International business negotiation has a significant role in international business trade. There are many factors that can affect the negotiation, including language, culture, negotiators, and negotiation strategies. Language as an important tool plays a great role in the negotiation strategies. It is commonly held that precise language should be used in business negotiations in order to avoid misunderstanding. However, people ignore the fact that language itself is vague in essence. Negotiators unavoidably use vague language in business negotiations, for vague language can be used as a kind of politeness strategy. Appropriate use of vague language will make the negotiation go smoothly, and avoid the conflict of business negotiation so as to achieve the purpose of cooperation.

scholarly journals International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases)

2017 ◽  
Author(s):  
Kęstutis Peleckis ◽  
Valentina Peleckienė ◽  
Kęstutis Peleckis
Keyword(s):  
International Business ◽  
Negative Impact ◽  
Market Competition ◽  
Theory And Practice ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Theory ◽  
Market Participants ◽  
Business Units ◽  
Business Negotiations

Certain challenges arise in business negotiations when competition in the market is more or less distorted. This can take place in various markets conditions. In such situations great possibilities open up to the development of international business relations as overclocking new market participants can provide additional alternatives for companies and organizations or other business units, by reducing the negative impact of competition distortions for the balance of negotiating power of participants in negotiations. In the development and implementation of effective international business negotiation strategy, it is important to identify the balance of negotiating power of major participants in negotiations in order to make more efficient use of the potential of business negotiations – the negotiating powers. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of international business negotiations and negotiating strategies under distorting market competition conditions, to reveal opportunities on development and implementing improvements of these strategies in cases of monopsony, oligopsony and monopoly. Object of the research is the search of balance on negotiating powers in international business negotiations under conditions of distorted competition in the market. The scientific problem - negotiation theory lacks measures for assessment and balancing the negotiating powers of negotiation’s participants under distorted market competition.

scholarly journals International business negotiation strategies based on assessment of negotiating powers

2016 ◽  
Author(s):  
Kęstutis Peleckis
Keyword(s):  
International Business ◽  
Current Practice ◽  
Implementation Strategies ◽  
Integrated Analysis ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Implementation Processes ◽  
Design And Implementation ◽  
Business Negotiations ◽  
Adequate Evaluation

The aim of the article is to make integrated analysis of current practice and theory in international business negotiations on creation of negotiation strategies and their implementation, to reveal opportunities for improvement of strategies creation and implementation according the needs to assess negotiating power reasonably of international business, to create theoretical model of development and implementation strategies of international business negotiation, based on evaluation of negotiating powers. The object of the article is international business negotiation strategies, their design and implementation processes, the needs and possibilities for their improvement, considering the assessment of the negotiating powers feasibility factors. The article seeks to identify the key elements of negotiating powers, determining the potential of negotiating, their adequate evaluation and configuration options, affecting the course and efficiency of international business negotiations.

scholarly journals Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade

2015 ◽  
Vol 65 ◽  
pp. 1-15
Author(s):  
Kęstutis Peleckis
Keyword(s):  
International Business ◽  
Bargaining Power ◽  
Global Scale ◽  
Business Strategies ◽  
Strategy Development ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
New Challenges

Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. New challenges in international business negotiations are caused by formation of common cultural and information space in a global scale, the new demands for information technology progress in development of international competition and accelerating innovation processes. International business negotiation strategy development and implementation are setting the essential features and causal relations and is relevant in practice by creating in each negotiation case the unique negotiation strategy, focused on maximizing the effectiveness of the international business with the aim of more efficient use of business negotiation potential – the negotiating power. In scientific problem solving it is necessary to offer such instruments, which would take into account bargaining power of participants in negotiations, and would allow real implementation of business strategies and constitute an appropriate contribution to their development. The article aims - to design a theoretical model for preparing and implementing strategies of international business negotiations, based on evaluations of bargaining powers and to verify experimentally its relevance and applicability.

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