International Business Negotiation Strategies Based on Bargaining Power Assessment: The Case of Attracting Investments

Abstract

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).

Business Negotiating Tactics: Modern Approaches and Inspirational Revenue-Increasing Tools

“…In the case of gradual or slower pace, participants in the dialogue may consider all available alternatives or seek concessions or acceptable deviations. Slow pace during business negotiation is logically beneficial as it blunts emotions and supports rational, conceptual thinking which avoids rapid reflection and, in most cases, suppresses random, unreasonable, and often squeamish decisions, says [33]. In order to gain customer´s/client´s confidence, business negotiator uses abilities to persuade, negotiate and realize real ideas and to manage situations and people, as communication is a decision-making power, expresses [7] and [30].…”

Economic Indicators Paradigm on the Labour Market in Lithuania and Slovakia

“…In today's globalized world, there is an ongoing process of division of labour and changes in labour, creating an even wider scope for exchange processes and the competitiveness of subjects on the domestic market (Balcerzak, 2016;Peleckis, 2016;Sinicakova & Gavurova, 2017;Ribau, Moreira, Raposo, 2017;Ivanova & Cepel, 2018). Employment forms that did not exist before are arising across Europe.…”

Creative Industries in the Context of Globalization: Development Processes and Strategic Solutions

“…Besides, this statement can be interpreted in two ways: a) taking into account the importance and current issues of the development of creative industries; b) considering the complexity and multiplicity of globalization processes. Also, according to a number of scientists, under globalization conditions, a number of specific factors and circumstances the effect of which is particularly significant, are revealed (Lapinskienė et al 2015;Peleckis 2016). Therefore, the following factors and circumstances can be accepted as having crucial importance:…”

“…The above-mentioned factors and circumstances of globalization can be characterized by the diversity and multiplicity of their manifestations (Lapinskienė et al 2015;Peleckis 2016;Lankauskienė 2016;Tvrdikova 2016;YihChang 2016;Melnikas 2016). The factors and circumstances reflecting global ongoing processes of convergence and standardization and the occurrence, spread and application of common and identical norms and standards simultaneously appear as a key feature showing a number of assumptions about a different format of convergence, interaction, integration, collaboration and partnership between different countries and regions, between different social, economic, business, science, humanitarian, etc.…”