The Search for Balance and Equilibrium of Negotiating Powers Under Distorted Market Competition

Abstract

Free market economy challenges business negotiations due to occasional distortions in market conditions, which impact the balance of negotiating powers. This is most commonly referred to both buyers and sellers. Reducing the negative impact of the distorted competition opens great opportunities for international business relations as new market participants can create additional alternatives for organizations trying to reach the balance of negotiating powers. The assessment of the negotiation powers of the negotiating parties is crucial for the development and implementation of effective international business negotiation strategies in order to make the best use of the negotiation potential. The purpose of this article is to fully explore the current theory and practice of the development and implementation of negotiating strategies under distorted market competition, as well as to reveal development opportunities of these strategies in cases of monopsony, oligopsony and monopoly. The object of the research is to find a way to achieve the balance of negotiating powers at international business negotiations under distorted market competition. The scientific problem is that theory of negotiations is lacking in measures for assessment and balancing the negotiating powers of negotiation participants under distorted market competition. The goal of the article is to identify the key elements for determining the balance and equilibrium of negotiating powers at international business negotiations. Also it is important to find the opportunities for adequate evaluation the key elements, which affects the performance of international business negotiations.

Oligopolistic Competition among Providers in the Telecommunication Industry: The Case of Slovakia

“…In their study, they discussed the issues of concentration on the market by using the appropriately chosen quantitative methods. Other authors focus on measuring the efficiency of specific national sectors (Balcerzak et al 2017;Radisic and Dobromirov 2017), to assess the competitiveness on the market (Peleckis et al 2018;Sadaf et al 2018), to judge the responses of customers to market changes (Mirica 2018;Fielden et al 2018;Mitea 2018), or to assess the brand loyalty of consumers (Kliestikova and Janoskova 2017;Krizanova et al 2013).…”