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 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.

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 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 BUSINESS NEGOTIATION STRATEGIES: THE CONCEPT, DEFINITIONS AND PROCESS / VERSLO DERYBŲ STRATEGIJOS: SAMPRATA, SĄVOKOS, PROCESAS

2013 ◽  
Vol 5 (1) ◽  
pp. 13-21
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Scientific Literature ◽  
Global Analysis ◽  
Negotiation Process ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Negotiation Research ◽  
Modern Business ◽  
Planning Concepts ◽  
Planning Concept

The modern business is developing in the context of rapid social and political changes, which contributes to the changes in economic and cultural priorities as well as mindset and behaviour of people. This puts new requirements on development and implementation of business negotiation strategies, aiming to ensure that during bargaining, everything is done to understand the other party and related contexts, to achieve mutual understanding, to reach common agreement and eventually find the optimal negotiating decision. The author of this article researched and analysed negotiation process concepts in the global scientific literature and practice. The article examines negotiation and bargaining concepts. Also, the global analysis of the scientific literature revealed that there is no single negotiation planning concept. The author defines the basic conceptual negotiation planning concepts. The paper deals with negotiation strategy conceptions used by scientists around the world. Conclusions present the proposals for further business negotiation research. Article in Lithuanian. Santrauka Šiuolaikinis verslas vystosi sparčių socialinių politinių ir technologinių pokyčių kontekste, darančiame įtaką ekonomikos ir kultūros prioritetų kaitai, mąstymo ir elgesio pokyčiams. Tai kelia naujus reikalavimus verslo derybų strategijų parengimui ir įgyvendinimui užtikrinti, kad būtų suplanuota ir realizuota derybinių veiksmų visuma, leidžianti suprasti kitą derybų pusę įvairiose situacijose, pasiekti tarpusavio supratimą, pasiekti bendrą susitarimą ir galiausiai rasti optimalų derybinį sprendimą. Autorius šiame straipsnyje pateikia derybų ciklo ir derybų procesų pasaulinės mokslinės literatūros bei praktikos analizę. Straipsnyje yra analizuojamos derybų ir derėjimosi sąvokos. Taip pat iš pasaulinės mokslinės literatūros analizės yra daroma išvada, jog nėra vieno bendro derybų sąvokų traktavimo. Autorius apibrėžia pagrindines koncepcines derybų sąvokas. Darbe yra nagrinėjami įvairių pasaulio mokslininkų požiūriai apie derybų strategijos sampratą. Darbo išvadose yra pateikiamos tolesnių verslo derybų tyrimų kryptys.

Preparation of International Business Negotiations Strategies Based on Evaluation of Negotiating Power: Case of E-Commerce

2015 ◽  
Author(s):  
Kęstutis Peleckis
Keyword(s):  
International Business ◽  
Process Management ◽  
Heuristic Algorithms ◽  
Value Added ◽  
Negotiation Process ◽  
Negotiation Strategy ◽  
Support Tool ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Task Goals

Research Design and Methods: logical analysis, generating conclusions, comparing and generalization methods, game theory methods, multiple criteria evaluation. Findings: from experimental verification of model, which was created by author of article for development of international business negotiations strategies, it can be stated that this model can be used for electronic negotiations: both as a standalone tool or as a measure requiring partial negotiator intervention. As well created negotiation strategy model can be used to support the negotiations through various databases. Results of the investigation can be used to create business negotiation strategies in international business, with regard to globalization, internationalization and cooperation processes characterized by multiculturalism. Implications and Recommendations: The use of the heuristic algorithms can help to manage effectively the process of negotiations. Selection of principles and rules must be carried out by specialists of high qualifications and experience, consultants, negotiators in the fields concerned, in order to determine which option is the best, taking into account the specifics of each task, goals and conditions. Contribution and Value Added: perspective of using the developed model of international business negotiations: negotiation support tool, information tool for reducing uncertainty, autonomous engine of the negotiation process, management of large quantities of information.

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.

PELANGGARAN EKSPEKTASI KOMUNIKASI DALAM NEGOSIASI BISNIS INTERNASIONAL DI INDONESIA

2016 ◽  
Vol 4 (1) ◽  
pp. 1-18
Author(s):  
Surti Sunanto
Keyword(s):  
Interpersonal Communication ◽  
International Business ◽  
Evaluation Process ◽  
Expectancy Violations ◽  
Communication Behaviors ◽  
Social Motives ◽  
Business Negotiation ◽  
Expectancy Violation ◽  
Key Words Communication ◽  
Business Negotiations

This study aims to understand the evaluation of communication expectancy violations in international business negotiations in Indonesia. By utilizing the Expectancy Violation Theory (EVT) coined by Judee K. Burgoon (1976) as the primary theoretical reference, this study will explore the forming of communication expectancy as well as the evaluation process undertaken when those communication expectancies are violated within the context of international business negotiations. This study was conducted using a qualitative approach to understand the formation of expectancies and the process of evaluating expectancy violations within the business negotiation context through the lenses of experiences of Indonesian negotiators of the same industry. This strategy is hoped to provide details of the aforementioned process so then this phenomenon can be understood and new arising factors can be identified. The findings of the research indicate that the goal of negotiation and the negotiator’s social motives have become the main moderator in the evaluation of expectancy violations in the negotiation context, both in the event of ambiguous communication behaviors and when an expectation is negatively violated. This differs to EVT’s proposition stating that communicator reward valence is the main moderator in the evaluation process. This study also proposed a model of expectancy violation evaluation within the negotiation context that was never discussed before in previous literature.   Key words: communication expectancy, expectancy violations, interpersonal communication, negotiation, international business negotiations   Penelitian ini bertujuan untuk memahami proses evaluasi pelanggaran ekspektasi komunikasi dalam negosiasi bisnis internasional di Indonesia. Dengan menggunakan Expectancy Violation Theory (EVT) oleh Judee K. Burgoon (1976) sebagai rujukan teoritis utama akan dieksplorasi bagaimana proses pembentukan ekspektasi komunikasi negosiator serta proses evaluasi yang dilakukan pada saat ekspektasi komunikasi tersebut dilanggar dalam konteks negosiasi bisnis internasional. Penelitian dilakukan dengan menggunakan pendekatan kualitatif untuk memahami pembentukan ekspektasi dan proses evaluasi pelanggaran ekspektasi dalam konteks negosiasi melalui pengalaman para negosiator berkebangsaan Indonesia yang telah berpengalaman melakukan negosiasi bisnis internasional. Dengan strategi ini diharapkan dapat terungkap detail proses tersebut, sehingga dapat dipahami dan diindentifikasi faktor-faktor baru yang muncul ketika proses evaluasi pelanggaran ekspektasi dilakukan dalam konteks tersebut. Temuan penelitian ini menunjukkan bahwa dalam konteks negosiasi bisnis, tujuan negosiasi menjadi moderator utama dalam proses evaluasi pelanggaran ekspektasi, baik pada saat terjadi prilaku komunikasi yang ambigu, maupun saat terjadi pelanggaran ekspektasi secara negatif. Hal ini berbeda dengan apa yang disebutkan dalam EVT bahwa kadar nilai komunikator menjadi moderator utama dalam proses evaluasi. Dari temuan hasil penelitian ini diajukan juga model evaluasi pelanggaran harapan dalam konteks negosiasi. Kata kunci: ekspektasi komunikasi, pelanggaran ekspektasi, komunikasi interpersonal, negosiasi, negosiasi bisnis internasional

International business negotiations in Brazil

2017 ◽  
Vol 32 (4) ◽  
pp. 591-605 ◽  
Author(s):  
Tony Fang ◽  
Josephine Schaumburg ◽  
Daniella Fjellström
Keyword(s):  
International Business ◽  
Large Scale ◽  
Negotiation Process ◽  
Point Of View ◽  
Content Type ◽  
Innovative Strategy ◽  
Multiple Case ◽  
Business Negotiations ◽  
Qualitative Nature

Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”. Findings The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated. Research limitations/implications International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes. Originality/value The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.

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 Cultural Differences in Interaction Goals between Malaysia-China Business Negotiations

2021 ◽  
pp. 116-121
Author(s):  
Soo Hoo Pin Lick ◽  
Hassan Abu Bakar
Keyword(s):  
International Business ◽  
Cultural Awareness ◽  
Practical Implication ◽  
Cultural Dimensions ◽  
Future Research ◽  
Cultural Norms ◽  
Business Negotiation ◽  
Digital World ◽  
Business Negotiations ◽  
Interaction Goals

As the world is getting more globalized due to digital world, cross-cultural business negotiation is getting more in demand and challenging compared to those days where most business involved mostly in domestic business negotiations. With such situations and environments, cultural intelligence is important to be learned. As many Chinese and Malaysian companies seeking the role as importer-exporter, international business negotiation skills and cultural awareness are much needed skills to meet the interaction goals of both parties. A lack of cultural awareness will lead to miscommunication and rejection from the other party during negotiations. The participants in this studies involve Chinese and Malaysians who are involved in real negotiation world. This paper used GLOBE model to compare the cultural dimensions between Malaysians and Chinese business negotiators. Questionnaires were sent by emails and through WeChat Apps to the participants who are based in China and Malaysia. Based on analysis, we found that between Chinese and Malaysian business negotiators, cultural norms influence the interaction goals between the two groups. As to the future research, we suggest that future research be directed towards developing theories and also focus on the application of GLOBE model in different research fields across different cultures, such as halal business management, digital marketing and business entrepreneurship. This study has contributed in enriching the knowledge on international business negotiations between Malaysia and China business literature context. On practical implication, this study has strengthen the negotiators’ knowledge on cultural norms of both Malaysians and Chinese in order to build better relationships with their business partners

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