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.

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.

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.

Negotiating Indigenous Peoples’ Exit From Colonialism: The Case for an Integrative Approach

2014 ◽  
Vol 27 (1) ◽  
pp. 283-303
Author(s):  
Michael Coyle
Keyword(s):  
Indigenous Peoples ◽  
Negotiation Process ◽  
Integrative Approach ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Integrative Negotiation ◽  
Process And Outcome ◽  
Indigenous Governance ◽  
New Institutions

New institutions of indigenous governance will be the product of negotiations, negotiations that will take place against a background of colonial structures and relationships. Having examined the challenges of structuring a negotiation process that takes due account of pre-existing cultural and power differences between the parties, the author analyzes the significance of their choice of negotiation strategy on the negotiation process and outcome. In particular, this paper reflects on the promise and limitations of the parties’ adopting interest-based, or “integrative”, negotiation strategies and the potential for fruitful entanglements between those strategies and indigenous diplomatic traditions.

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.

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 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.

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