Relevant bibliographies by topics / Business negotiation

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Business negotiation'

Author: Grafiati
Published: 4 June 2021
Last updated: 28 February 2023

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Journal articles on the topic "Business negotiation"

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Fang, Tony, Josephine Schaumburg, and Daniella Fjellström. "International business negotiations in Brazil." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 2017): 591–605. http://dx.doi.org/10.1108/jbim-11-2016-0257.

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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.
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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.

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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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PELECKIS, Kęstutis. "INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS." Journal of Business Economics and Management 17, no. 6 (December 21, 2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.

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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).
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Meng, Jiayan. "Analysis of Suggestions for Fresh Graduates on Negotiation and Communication Skills." BCP Business & Management 30 (October 24, 2022): 813–17. http://dx.doi.org/10.54691/bcpbm.v30i.2570.

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Every job description that involves contact with several parties has negotiation as a vital prerequisite. When negotiating, the interest should always come first, followed by the stance. As the goal of any negotiation is to produce value and set the conditions under which parties with different and sometimes antagonistic goals will collaborate, preparedness, forbearance, and prior planning are essential to any negotiation's success. One should gather information, be aware of goals and values, find areas of agreement, choose a walk-away stance, and attempt to determine the next best option while preparing. The capacity to use relationships, expertise, influence, resources, time, and attitude in negotiations is a set of abilities that may be taught and honed through experience. It is important to remember that not all negotiations include a win-win situation. All sides benefit when a negotiation is successful. This paper evaluates the necessities of a successful negotiation. There are different types of negotiation- interest-based negotiation and distributive bargaining. The paper delves into the challenges that face these two negotiation strategies and their strengths. It recommends graduates on how they are supposed to carry out negotiations in the business industry. Therefore, the insights from this research paper are important since it equips the graduates with the industry model negotiation skills, which ensures business success. Instead of just standing motionless and droning on about their thoughts, a good listener gains more experience and may learn from other people's speeches, discussions, and communication. Most corporate negotiations are collaborative because both sides try to satisfy the other and utilize their counterpart's demands and negotiating tactics as a springboard for their ideas.
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Jaskólska, Agata. "Business Negotiations with Special Emphasis on Preparation Phase." Kwartalnik Ekonomistów i Menedżerów 40, no. 2 (April 1, 2016): 65–80. http://dx.doi.org/10.5604/01.3001.0009.4499.

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The aim of this article is to describe the negotiation process including the preparation phase. The article is based on conclusions and thoughts drawn from the research which has been conducted by the author for a few years. As an experienced negotiator and the president of the National Negotiators Association the author knows from autopsy that the initial phase is often underestimated, although its influence on the outcome of negotiations is crucial. The research allowed the author to briefly present arrangements and the authorial negotiation model. The article may be of interest to managers who very often have to negotiate different agreements and contracts and whose negotiating skills constitute essential part of their competence portfolio. Such competences are required from many specialists, particularly those involved in commerce.
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Perkov, Davor, and Dinko Primorac. "Business Negotiation as a Crucial Component of Sales." International Journal of Innovation and Economic Development 2, no. 4 (2015): 48–57. http://dx.doi.org/10.18775/ijied.1849-7551-7020.2015.24.2005.

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Negotiation is a controlled communication process that resolves the conflict of interest of two or more negotiating parties (when each party can block the achievement of the objective of the other side). The key to negotiating effectively is to know how much to offer in which moment and know where and how to draw the line of what we are prepared to accept. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. The main hypothesis of the paper is that many companies today leave negotiation function outside of standardization in the business processes. It will be clarified what are the contents of negotiating function, how it affects development and how to acquire negotiating skills best in the sales process. The aim is to draw attention to dimensions that preparation process has when leading the course of negotiations to accomplish desired sales goals. Primary research has been conducted on the sample of fifty (N=50) respondents from different Croatian companies. The findings indicate that Croatian employees are not prepared quite adequately for the process of negotiation and that they are not improving their negotiation skills.
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Eklinder-Frick, Jens Ola, and Lars-Johan Åge. "Relational business negotiation – propositions based on an interactional perspective." Journal of Business & Industrial Marketing 35, no. 5 (January 24, 2020): 925–37. http://dx.doi.org/10.1108/jbim-04-2019-0169.

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Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature. Design/methodology/approach To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective. Findings Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.
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Al-Sharaa, Mohammed Hashim Abdulkareem, and Sanil S. Hishan. "The Impact of Cross-Culture Risk on International Business Negotiations." International Journal of Information Technology Project Management 13, no. 2 (April 1, 2022): 1–13. http://dx.doi.org/10.4018/ijitpm.311850.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. The Prisma flow diagram chart was used in this study in order to select articles that are relevant and useful for this study. The findings of this study show that preparation for negotiation is one of the most effective methods for the success of international business negotiations. We advise future researchers to focus on the positive aspect of the impact of cultural differences on international business
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Peleckis, Kęstutis. "Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market." SHS Web of Conferences 129 (2021): 12003. http://dx.doi.org/10.1051/shsconf/202112912003.

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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.
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Kumar, Manish, Himanshu Rai, and Surya Prakash Pati. "An Exploratory Study on Negotiating Styles: Development of a Measure." Vikalpa: The Journal for Decision Makers 34, no. 4 (October 2009): 37–50. http://dx.doi.org/10.1177/0256090920090404.

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Negotiation study as a tool in conflict management has been in vogue since long and spans the disciplinary boundaries. The outcome of business negotiations depends on bargainer characteristics, situation, and the negotiation process, which also drive the style adopted by a negotiator. Negotiation as a universal phenomenon does not have a universal style as the notion of consistent improved results for an individual�s business value has multiplicity of measures. Also, when it comes to negotiation style studies, they have either been packaged with other constructs or have been confused with them. For the clarity of the construct therefore it is essential that separation needs to be maintained between the definition of negotiating style as a construct and other closely related constructs. It is therefore proposed that works in negotiation need to be broadly divided into three types, involving the constructs of: Negotiating style Negotiating ability Negotiating strategy. Literature review suggests that the researchers are divided regarding the number of dimensions of negotiating style. In most of the studies, the proposed dimensions range from one to five. Also, no scale on negotiating style has been validated. In recent years, there has been an increased recognition of need to look at negotiations in Asia-Pacific context. Therefore we developed a scale to measure negotiating style of people and tested it in the Indian context. The sample included a cross-section of working executives and management students and the research design for the exploratory study included item generation, scale development, and assessment of scale�s psychometric properties. On analysis, the scale showed robust psychometric properties. Based on the results obtained, there are four types of negotiation style adopted by people: Analytical Equitable Amicable Aggressive. The findings can be used as a diagnostic tool to evaluate the extent to which one would like to have an attribute on a particular kind of negotiating style as well as a tool to enable in bridging the gap in the value systems.
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Dissertations / Theses on the topic "Business negotiation"

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Lim, Cheng Geok. "Intercultural business negotiations : negotiation and linguistic procedures." Thesis, Aston University, 1995. http://publications.aston.ac.uk/10819/.

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Lindborg, Alexander, and Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process." Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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Over the last 30 years, technology has made it possible for people to travel to other cultures in a cheaper and more efficient way. The increased traveling has made it possible for an increase in trade and as the trade flourishes the need for people that can handle the differences between the cultures in the world increase. Some people handle cross-cultural negotiations better than others; we want to know how Cultural Intelligence influences The Business Negotiation Process.

To find out how Cultural Intelligence influences The Business Negotiation Process we choose to conduct qualitative interviews with a few Swedish companies that have experiences of cross-cultural negotiations with China.

The findings indicate that Cultural Intelligence influences The Business Negotiation Process by different factors such as engagement, communication and understanding. The greater engagement and understanding the negotiator has of the different parts the more likely it is that the business negotiation process will have a positive outcome.

We studied as much literature as we could find about cultural intelligence and the business negotiation process. Out of our findings, we build a model, and this gave the opportunity to test the different parts of the model in our research.

Our contributions to the field are foremost the discovery of the two new dimensions: Structure and Power Dependency that can be added to both Cultural intelligence and The Business Negotiation Process. In future research, these two dimensions can be further researched and developed. In our research, statements from our respondents create a small practical guideline for cross-cultural business negotiations with China. The negotiators might have use for this guideline when negotiating with Chinese companies.

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Thörnblom, Jonas. "Cultural Impact on International Business Negotiation." Thesis, Linköping University, Department of Management and Economics, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1212.

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Background: The increasing global business competitiveness thoroughly intensifies the demand for improvements of communication and negotiation skills in order to adjust competence to successfully conduct the work of getting treaties of cooperation and business development to work everywhere. It is simply a matter of survival for an increasing amount of multinational companies operating in all kinds of different locations and businesses around the world. This state of nature also holds for Swedish and Spanish companies, that both heavily depend on foreign trade, and whose negotiating behavior is going to be the focus of this study. For every international company facing the challenges of developing new business in foreign cultures it should be of interest to find out what would improve their business interactions. The study is therefore investigating possible ways of how to deal with cultural implications that might appear in international business negotiations.

Purpose: To study and analyze the presence of cultural impact on international business negotiations, with a special emphasis on Swedish-Spanish business negotiators.

Method: Considering negotiations as a process-oriented phenomenon observed from empirical studies of individual cases and drawing conclusions thereof, the study takes a hermeneutic qualitative-inductive interaction approach. The frame of references are constitued by a thorough spectra of well established theories developed within the fields of communication, negotiation and intercultural studies.

Result: The study proves that the behavior of negotiators are influencing the outcome of the negotiation, particularly in international contexts where the parties have different experiences, historical and cultural backgrounds as well as different perspectives on life.

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Aykaç, Tayfun [Verfasser]. "Teams in Intercultural Business Negotiations : prioritization of negotiation issues, adaptation to culture-bound negotiation styles, and (un-)ethical behavior / Tayfun Aykaç." Berlin : ESCP Europe Wirtschaftshochschule Berlin, 2015. http://d-nb.info/1071074164/34.

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Rhee, Hyeun-Suk. "A study on the impact of a negotiation support system on the negotiation process and outcomes." Connect to resource, 1993. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1263045995.

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Andersson, Viktor, and Alexandra Mets. "Cross-Cultural Business Negotiations : The Impact of Business Cultures from a Swedish Perspective." Thesis, Karlstads universitet, Handelshögskolan (from 2013), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-77717.

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With our increasingly competitive globalized economy, we are experiencing an emerging trend of firms competing on new international business markets (Bell et al. 2001; Huang 2010). In order to successfully negotiate in an international context, cultural sensitivity needs to be taken into consideration (Manrai & Manrai 2010). This study aims to examine how and to what extent professionalnegotiators’ international negotiation process is influenced by different businesscultures. The study was made by in-depth interviews of five Swedish based professional negotiators and their experiences from negotiating in France, Brazil and Singapore. The mentioned negotiation process was based on Ghuari’s(2003) international business negotiation model which consists of a pre- negotiation stage, a face-to-face negotiation stage and a post-negotiation stage. These stages have been analyzed and interconnected with several cultural variables such as cultural intelligence, adaptation, communication, hierarchy and the Hofstede (2011) parameter of collectivistic versus individualistic cultures to substantiate our two research questions: 1) How does culture intervene in the different stages of the negotiation process? And 2) How are the negotiators adjusting their negotiation strategy to better accommodate the specific culture? The empirical findings showed that there are several differences in both theFrench, Brazilian and Singaporean business culture as well as the negotiators’experiences of their need of adapting to the culture they are negotiating with. The data highlighted the importance of cultural understanding and obtaining the knowledge in a pre-negotiation stage in order to prevent unnecessary misunderstandings which could obstruct the negotiation. The major differenceswhich required the negotiators’ understanding and adaptation was the crucialfactor of building a relationship with the Singaporean delegation, the French’stough negotiation approach and the hierarchical setting in Brazil. The conclusions demonstrated the benefits of cultural adaption as well as the potential pitfall of over-adapting and the imperative preparatory work needed in the pre-negotiation stage of the negotiation.
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Nardi, Nazly Katherine. "Negotiating with Dominicans: An Analysis of the Negotiation Style Used by Dominicans." NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/82.

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This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonalization and other qualitative analyses methods, within-case and across-case analysis were done to determine key findings of each interview. This dissertation provides an insight into the cultural profile of Dominicans, as the foundation to create a descriptive profile of the Dominican negotiator.
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Li, Haifei. "Automated e-business negotiation model, life cycle, and system architecture /." [Gainesville, Fla.] : University of Florida, 2001. http://purl.fcla.edu/fcla/etd/UFE0000327.

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Thesis (Ph. D.)--University of Florida, 2001.
Title from title page of source document. Document formatted into pages; contains xi, 117 p.; also contains graphics. Includes vita. Includes bibliographical references.
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Rudolph, Kai. "Bargaining power effects in financial contracting : a joint analysis of contract type and placement mode choices /." Berlin : Springer, 2006. http://dx.doi.org/10.1007/3-540-34496-9.

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Lin, Xiaofeng, Ran Yan, and Argiris Christakopoulos. "International business negotiation in the South and North China." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4444.

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AbstractData: 2008 –09 – 29Level: Bachelor Thesis in Business Administration, 15 hp,Title: International business negotiation in the South and North ChinaAuthors: Xiaofeng Lin, Ran Yan, Argiris Christakopoulos,Supervisor: Leif SannerProblem: Concurred with China's economic development, the commercial activitiesamong China and different countries have become more frequent. Manyscholars have come to realize that China's different cultural background hasbeen a great extent influenced by the international business activities, andmany articles have been described about how the Chinese unique culturalinfluence the international business negotiation. But because the cultures inthe South and north China have some great differences, therefore, when wereviewed those articles, we found that those descriptions in the articleswere not comprehensive. Some of the opinions were feasible and effectivein north of China in business negotiation, but perhaps were not suitable inthe South of China.Purpose: The purpose of this thesis is to get a better understanding of how the differentcultures from north and south China affect the international negotiationprocess.Method: We have developed the qualitative approach to fulfill our thesis purpose. Thisqualitative study was conducted by interviewing two managers from ChinaOcean Shipping Agency Fuzhou (south China) and JINAN XiaoYa CO.Ltd(north China). All the final results are derived from the analysis of thegathered empirical data and the theories presented.Result: By analyzing the connection between the collected empirical data and thepresented theories, the main conclusion we get is that in an internationalnegotiation process, the different cultures from south and north China mayhave an effect on different levels.

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Books on the topic "Business negotiation"

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Gavin, Kennedy, ed. Essential negotiation. London: Economist in association with Profile Books, 2004.

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Lim, Cheng Geok. Intercultural business negotiations: Negotiation and linguistic procedures. Birmingham: Aston University. Department of Language and European Studies, 1995.

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Stan, Glaser, ed. Business-to-business negotiation. Oxford: Butterworth-Heinemann, 1991.

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Watkins, Michael. Breakthrough Business Negotiation. New York: John Wiley & Sons, Ltd., 2002.

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Maude, Barry. International Business Negotiation. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8.

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Negotiation. Singapore: Wiley, 2005.

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Scott, Bill. Negotiating: Constructive and competitive negotiations. London: Paradigm, 1988.

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Kennedy, Gavin. Essential negotiation: An A-Z guide. 2nd ed. New York: Bloomberg Press, 2009.

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Maddux, Robert B. Successful negotiation: A fifty minute program. Los Altos, CA: Crisp Publications, 1986.

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Tange, Hirofumi. International business and negotiation. Kyoto, Japan: Sagano Shoin Co., 1992.

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Book chapters on the topic "Business negotiation"

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Antonides, Gerrit. "Negotiation." In Psychology in Economics and Business, 309–27. Dordrecht: Springer Netherlands, 1996. http://dx.doi.org/10.1007/978-94-009-1710-1_15.

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Maude, Barry. "Negotiation Process." In International Business Negotiation, 80–103. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_4.

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Maude, Barry. "Negotiation Strategies." In International Business Negotiation, 178–205. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_8.

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Einhorn, Frank. "Project Negotiation." In Managing Business Projects, 261–71. Boca Raton: Auerbach Publications, 2022. http://dx.doi.org/10.1201/9781003321101-30.

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Usunier, Jean-Claude. "Negotiation styles." In Intercultural Business Negotiations, 168–200. 1 Edition. | New York : Routledge, 2019.: Routledge, 2018. http://dx.doi.org/10.4324/9781351268165-6.

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Maude, Barry. "Multilateral Business Negotiation." In International Business Negotiation, 104–26. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_5.

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Maude, Barry. "Culture and Negotiation." In International Business Negotiation, 26–54. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_2.

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Maude, Barry. "Pre-negotiation Activities." In International Business Negotiation, 155–77. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_7.

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Usunier, Jean-Claude. "Quandaries in negotiation." In Intercultural Business Negotiations, 69–104. 1 Edition. | New York : Routledge, 2019.: Routledge, 2018. http://dx.doi.org/10.4324/9781351268165-3.

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Maude, Barry. "International Business Negotiation: An Overview." In International Business Negotiation, 3–25. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_1.

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Conference papers on the topic "Business negotiation"

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Peleckis, Kęstutis, Valentina Peleckienė, and Kęstutis Peleckis. "International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases)." In Contemporary Issues in Business, Management and Education. Vilnius Gediminas Technical University, 2017. http://dx.doi.org/10.3846/cbme.2017.041.

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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.
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Peleckis, Kęstutis. "International business negotiation strategies based on assessment of negotiating powers." In Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.42.

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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.
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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "International business negotiations in a regulated and incomplete information market." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.511.

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Regulations and government interventions often restrict competition in the market and rise cer-tain challenges in business negotiations, when competition in the market is more or less distorted. Remov-ing unnecessary restrains to competition and developing alternatives which still achieve the same policy objectives can bring substantial benefits for negotiation power of market business entities. Competition as-sessment is most effective when business negotiation entities have a clear sufficient information for com-paring options, sufficient resources for conducting an analysis, and sufficient technical skills for perform-ing the analysis. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of business negotiating strategies in a regulated and incomplete infor-mation market, to reveal opportunities on development and implementing improvements of these strate-gies. Object of the research is the search of balance on negotiating powers in business negotiations in a regulated and incomplete information market. The scientific problem – negotiation theory lacks measures for assessment and balancing the negotiating powers between negotiation participants in a regulated and incomplete information market.
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Peleckis, Kęstutis. "Preparation of International Business Negotiations Strategies Based on Evaluation of Negotiating Power: Case of E-Commerce." In Contemporary Issues in Business, Management and Education. VGTU Technika, 2015. http://dx.doi.org/10.3846/cibme.2015.03.

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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.
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Voivedich, Ben E. "A Top Ten List of Guideposts to Help Prepare for a Project Negotiation." In ASME 2002 Engineering Technology Conference on Energy. ASMEDC, 2002. http://dx.doi.org/10.1115/etce2002/per-29132.

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Given a negotiating life cycle that includes preplanning, formal planning, performing the negotiation, and post negotiation review, this paper is oriented toward project team members without formal negotiation training that are looking for easy-to-follow “guideposts” to pre-plan and get ready for negotiations with vendors, business unit representatives, and other project stakeholders. The guidepost, or checklist, items are meant to serve as: a “mental launching pad” for an upcoming negotiation or as an organizer for the planning of a larger full-blown negotiation.
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Peleckis, Kęstutis, Valentina Peleckienė, Kestutis Peleckis, and Edita Leonavičienė. "Negotiating strategy: importance of the market definition." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.079.

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Purpose – the purpose of the article is to examine how the extent of competition in the market affects the balance of bargaining powers of market participants. This often results in negative consequences for both buyers and suppliers. This study has important theoretical and practical implications. The authors made an analysis of existing theory and practice on negotiation strategies in a complex way, in accordance with levels of competition. Paper reveals the opportunities to develop and implement these strategies, taking into account market definition options. Research methodology – the paper examines the application of Nash equilibrium to the preparation of negotiation strategies, looking at the function for the best result. The study would help to prepare business strategies for different competition levels. Findings – the ways of preparation of negotiation strategies with different levels of competition, focusing on market definition opportunities. Research limitations – there are not enough measures in international business negotiation theory helping to develop negotiation strategies in the face of distorted market competition and difficulties to define the market. Practical implications – findings of the article will give opportunities for policymakers to develop and implement strategies for business negotiations. Originality – the article consists presentation of new tools for negotiators in preparing negotiating strategies.
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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "Competition assessment in business negotiations under distorting market conditions." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.509.

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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.
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Jing, Yue, Kuanjue Shao, Chenzhan Sun, and Yujing Wang. "The Star Wars Negotiation: Is It a Perfect Business Negotiation?" In 2021 International Conference on Economic Development and Business Culture (ICEDBC 2021). Paris, France: Atlantis Press, 2021. http://dx.doi.org/10.2991/aebmr.k.210712.040.

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Grahovac, Dijana, and Biljana Rađenović-Kozić. "THE IMPORTANCE OF BUSINESS CULTURE FOR INTERNATIONAL BUSINESS." In Sixth International Scientific-Business Conference LIMEN Leadership, Innovation, Management and Economics: Integrated Politics of Research. Association of Economists and Managers of the Balkans, Belgrade, Serbia, 2020. http://dx.doi.org/10.31410/limen.2020.301.

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In modern, global economic relations, interstate borders are minorized by the strong influence of economic interest. National business is becoming almost negligible because modern economic activities are, in most areas, within the framework of international business. Knowledge of the elements of culture in international business has become increasingly important, and it's reflected in the fact that it is necessary to know and respect the rules of the manner of business entities in certain cultures, which is both theoretically and practically confirmed as the only path that permanently provides long-term stability and successful business development in an international framework. For successful business cooperation with foreign partners, it is necessary to know their culture and how to adapt to it. Empirical researches in this area emphasize that depending on the culture business entities belong to, there are different business goals, relationships, different ways of business negotiation, business culture itself, and the values that come from it. Knowing and respecting diversity affects understanding and attitudes to (potential) business partners, which is the first step of business cooperation, and therefore has a significant impact on achieving positive results in negotiations in international business.
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"E-NEGOTIATION SYSTEMS DESIGN ISSUES." In International Conference on E-business. SciTePress - Science and and Technology Publications, 2007. http://dx.doi.org/10.5220/0002114300840089.

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Reports on the topic "Business negotiation"

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Nagatomo, Yuko. Intercultural factors in business negotiation between Japanese and Americans. Portland State University Library, January 2000. http://dx.doi.org/10.15760/etd.5939.

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Lindo-Ocampo, Gloria Inés, and Hilda Clarena Buitrago-García. English for Business Course. Thematic Unit: Business Events. Ediciones Universidad Cooperativa de Colombia, September 2022. http://dx.doi.org/10.16925/gcnc.24.

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This didactic unit is aimed at the fifth semester students of the Business Administration, Marketing and International Business program, who have already completed the four basic levels of the Open Lingua program. This proposal seeks to develop skills and competencies that allow them to perform in different fields related to private, public and solidarity economy companies, and in various mediation and negotiation processes at national and international levels. The instructional design of this unit contains real-life situations, focused on the world of business, that allow students to interact in various types of business events. The grammatical and lexical concepts, necessary to interact successfully in these types of communicative situations, are introduced and applied. The educational activities are designed to offer opportunities to interact in business conferences, international exhibitions, and seminars, among others. The contents are framed in natural and meaningful contexts. This leads to a greater understanding of the type of language used in business and the way it is used to communicate. The contents are structured in three lessons in which the level of complexity of the topics, tasks, texts and transitions (4Ts) have been considered. Also, various types of activities that activate and reinforce previous knowledge and that, subsequently, evaluate the progress of the students, are included.
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Larsen, Bradley, Carol Hengheng Lu, and Anthony Lee Zhang. Intermediaries in Bargaining: Evidence from Business-to-Business Used-Car Inventory Negotiations. Cambridge, MA: National Bureau of Economic Research, August 2021. http://dx.doi.org/10.3386/w29159.

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Yang, Zhijian. Role and behavior of interpreters : an exploratory study in American-Chinese business negotiations. Portland State University Library, January 2000. http://dx.doi.org/10.15760/etd.6161.

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Zankovskij, S. S. NEGOTIATIONS ON CONCLUSION OF AGREEMENT IN BUSINESS: LEGAL NATURE AND PROBLEMS OF LAW ENFORCEMENT. Пробелы в российском законодательстве, 2020. http://dx.doi.org/10.18411/0131-5226-2020-60003.

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Hamdani, Khalil, Sebastian Reil, Axel Berger, Lucas Barreiros, Rodrigo Contreras Huerta, Yardenne Kagan, Karl P. Sauvant, Pablo Steneri, and Quan Zhao. What foreign investors want: Findings from an investor survey of investment facilitation measures in Latin America and the Caribbean. Inter-American Development Bank, January 2022. http://dx.doi.org/10.18235/0003990.

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This report presents the results of a surveyed that queried members of the Americas Business Dialogue active as foreign investors in Latin America and the Caribbean on the importance they attach to a key set of investment facilitation measures. The objective of the report was to inform negotiators at the WTO working on an investment facilitation for development agreement. The results of the investor survey are put into perspective by highlighting consistencies and gaps in relation to the current state of the WTO Investment Facilitation for Development (IFD) negotiations and the actual level of adoption of investment facilitation measures at the national level. The survey yielded important insights that may contribute to the ongoing negotiations, as well as to other negotiations of international investment agreements that address issues of investment facilitation. It should also be of interest to investment promotion agencies (IPAs and other institutions whose mandate includes the facilitation of foreign direct investment. *The opinions expressed in this publication are those of the authors and do not necessarily reflect the views of the Inter-American Development Bank, its Board of Directors, or the countries they represent
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Collington, Rosie, and William Lazonick. Pricing for Medicine Innovation: A Regulatory Approach to Support Drug Development and Patient Access. Institute for New Economic Thinking Working Paper Series, January 2022. http://dx.doi.org/10.36687/inetwp176.

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The United States represents the world’s largest market for pharmaceutical drugs. It is also the only advanced economy in the world that does not regulate drug prices. There is no upper threshold for the prices of medicines in the United States. List prices are instead set by manufacturers in negotiation with supply-chain intermediaries, though some federal programs have degrees of discretion in price determinations. In practice, this deregulated system means that drug prices in the United States are generally far higher than in other advanced economies, adversely affecting patient accessibility and system affordability. In this paper, we draw on the “theory of innovative enterprise” to develop a framework that provides both a critique of the existing pricing system in the United States and a foundation for developing a new model of pricing regulation to support safety and effectiveness through drug development as well as accessibility and affordability in the distribution of approved medicines to patients. We introduce a regulatory approach we term “Pricing for Medicine Innovation” (PMI), which departs dramatically from the market-equilibrium assumptions of conventional (neoclassical) economics. The PMI approach recognizes the centrality of collective investments by government agencies and business firms in the productive capabilities that underpin the drug development process. PMI specifies the conditions under which, at the firm level, drug pricing can support both sustained investment in these capabilities and improved patient access. PMI can advance both of these objectives simultaneously by regulating not just the level of corporate profit but also its allocation to reinvestment in the drug development process. PMI suggests that although price caps are likely to improve drug affordability, there remain two potential issues with this pricing approach. Firstly, in an innovation system where a company’s sales revenue is the source of its finance for further drug development, price caps may deprive a firm of the means to invest in innovation. Secondly, even with adequate profits available for investment in innovation, a firm that is run to maximize shareholder value will tend to use those profits to fund distributions to shareholders rather than for investment in drug innovation. We argue that, if implemented properly, PMI could both improve the affordability of medicines and enhance the innovative performance of pharmaceutical companies.
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Klein, Richard, Katy Harris, Inès Bakhtaoui, Andrea Lindblom, and Marcus Carson. Building climate diplomacy back better: imagining the UNFCCC meetings of tomorrow. Stockholm Environment Institute, September 2021. http://dx.doi.org/10.51414/sei2021.019.

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Could the future of our planet be decided on Zoom? The feasibility of “online climate negotiations” was the issue the OnCliNe project initially set out to assess. However, experiences over the last 18 months illustrated that many of the diverse activities organised under the umbrella of the United Nations Framework Convention on Climate Change (UNFCCC) could be held online, albeit with challenges. The real question was whether they could be held in ways that increase the effectiveness, inclusiveness and transparency of the UNFCCC process. This report reflects the sentiment of many stakeholders that there is an opportunity to harness the interruption and introspection that the pandemic imposed into a “positive disruption” of the process. If actions taken now can transcend the tendency to return to “business as usual” as soon as circumstances allow, and instead work towards a meaningful transformation of the climate talks, the UNFCCC process can be made more fit for purpose for tackling one of humanity’s greatest challenges. This will require creativity, courage, and active and decisive leadership.
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Michel, Bob, and Tatiana Falcão. Taxing Profits from International Maritime Shipping in Africa: Past, Present and Future of UN Model Article 8 (Alternative B). Institute of Development Studies (IDS), November 2021. http://dx.doi.org/10.19088/ictd.2021.023.

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International maritime shipping is an essential part of global business. Since the establishment of the current international tax regime in the 1920s, there has been a consensus that profits generated by this business are taxable only in the residence state –the state where the shipowners are located. Source states – the port states where business physically takes place – are generally expected to exempt income from international shipping. This standard is currently reflected in Article 8 of the OECD Model and Article 8 (Alternative A) of the UN Model, and is incorporated in the vast majority of bilateral tax treaties currently in force. Exclusive residence state taxation of shipping profits is problematic when the size of mercantile fleets and shipping flows between two states are of unequal size. This is often the case in relations between a developed and developing country. The latter often lack a substantial domestic mercantile fleet, but serve as an important revenue-generating port state for the fleet of the developed country. To come to a more balanced allocation of taxing rights in such a case, a source taxation alternative has been inserted in UN Model Article 8 (Alternative B). From its inception, Article 8B has been labelled impractical due to the lack of guidance on core issues, like sourcing rules and profit allocation. This gap is said to explain the low adoption rate of Article 8B in global tax treaty practice. In reality, tax treaty practice regarding Article 8B is heavily concentrated and flourishing in a handful of countries in South/South-East Asia – Bangladesh, India, Indonesia, Myanmar, Pakistan, the Philippines, Sri Lanka and Thailand. All these countries subject non-resident shipping income to tax in their domestic income tax laws. Except for India, all countries are able to exercise these domestic tax law rules in relation to shipping enterprises located in the biggest shipowner states, either because they have a treaty in place that provides for source taxation or because there is no treaty at all and thus no restriction of domestic law. None of the relevant tax treaties contain a provision that incorporates the exact wording of Article 8B of the UN Model. If other countries, like coastal countries in sub-Saharan Africa, are looking to implement source taxation of maritime shipping income in the future, they are advised to draw on the South/South-East Asian experience. Best practice can be distilled regarding sourcing rule, source tax limitation, profit attribution and method of taxation (on gross or net basis). In addition to technical guidance on tax, the South/South-East Asian experience also provides important general policy considerations countries should take into account when determining whether source taxation of maritime shipping profits is an appropriate target for their future tax treaty negotiations.
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Jones, Emily, Beatriz Kira, Anna Sands, and Danilo B. Garrido Alves. The UK and Digital Trade: Which way forward? Blavatnik School of Government, February 2021. http://dx.doi.org/10.35489/bsg-wp-2021/038.

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The internet and digital technologies are upending global trade. Industries and supply chains are being transformed, and the movement of data across borders is now central to the operation of the global economy. Provisions in trade agreements address many aspects of the digital economy – from cross-border data flows, to the protection of citizens’ personal data, and the regulation of the internet and new technologies like artificial intelligence and algorithmic decision-making. The UK government has identified digital trade as a priority in its Global Britain strategy and one of the main sources of economic growth to recover from the pandemic. It wants the UK to play a leading role in setting the international standards and regulations that govern the global digital economy. The regulation of digital trade is a fast-evolving and contentious issue, and the US, European Union (EU), and China have adopted different approaches. Now that the UK has left the EU, it will need to navigate across multiple and often conflicting digital realms. The UK needs to decide which policy objectives it will prioritise, how to regulate the digital economy domestically, and how best to achieve its priorities when negotiating international trade agreements. There is an urgent need to develop a robust, evidence-based approach to the UK’s digital trade strategy that takes into account the perspectives of businesses, workers, and citizens, as well as the approaches of other countries in the global economy. This working paper aims to inform UK policy debates by assessing the state of play in digital trade globally. The authors present a detailed analysis of five policy areas that are central to discussions on digital trade for the UK: cross-border data flows and privacy; internet access and content regulation; intellectual property and innovation; e-commerce (including trade facilitation and consumer protection); and taxation (customs duties on e-commerce and digital services taxes). In each of these areas the authors compare and contrast the approaches taken by the US, EU and China, discuss the public policy implications, and examine the choices facing the UK.
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