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Relevant bibliographies by topics / Power of negotiation

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Journal articles

Academic literature on the topic 'Power of negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 10 February 2022

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Journal articles on the topic "Power of negotiation"

1

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 (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 o

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2

Galinsky, Adam D., Michael Schaerer, and Joe C. Magee. "The four horsemen of power at the bargaining table." Journal of Business & Industrial Marketing 32, no. 4 (2017): 606–11. http://dx.doi.org/10.1108/jbim-10-2016-0251.

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Purpose This paper aims to identify and discuss four major sources of power in negotiations. Findings The four sources of power are alternatives, information, status and social capital. Each of these sources of power can enhance a negotiator’s likelihood of obtaining their ideal outcome because power allows negotiators to be more confident and proactive, and it shields them from the bargaining tactics of their opponents. Practical implications The paper discusses how negotiators can utilize each source of power to improve their negotiation outcomes. Originality/value The paper provides a parsi

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3

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 increasi

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4

Dobrijevic, G., M. Stanisic, and B. Masic. "Sources of negotiation power: An exploratory study." South African Journal of Business Management 42, no. 2 (2011): 35–42. http://dx.doi.org/10.4102/sajbm.v42i2.493.

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Power is a very important element of negotiation, because it gives advantage to one party over the other. Various tactics used by negotiators are either aimed at increasing their own power or decreasing the power of the opponent. This paper presents a conceptual analysis and research proposals that build on past research on power and negotiation. The main purpose of the present study was to investigate sources of negotiation power most used among business professionals. We have developed an extensive list of sixteen sources of negotiating power. In this exploratory study we used a qualitative

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5

Peleckis, Kęstutis. "BARGAINING POWER IN THE SYSTEM OF NEGOTIATIONS STRATEGY : ESSENCE, CONCEPTION, ELEMENTS / DERYBINĖS GALIOS DERYBŲ STRATEGIJOS SISTEMOJE: ESMĖ, KONCEPCIJA, ELEMENTAI." Mokslas – Lietuvos ateitis 6, no. 1 (2014): 72–82. http://dx.doi.org/10.3846/mla.2014.10.

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In order to manage effectively the process of formulation negotiation strategy and its implementation it is necessary to know, understand and reveal the powers of negotiating parties. Scientific analysis of literature sources enabled to present the concept of bargaining power, to describe the basic elements and principlesof bargaining power. The analysis demonstrated that scientific literature contains a number of researches devoted for investigations of power in negotiations, internal relations of organisations, human social relations. This article presents the definition of negotiation power

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6

Meerts, Paul W. "Diplomatic Negotiation at the Crossroads?" International Negotiation 25, no. 1 (2020): 18–30. http://dx.doi.org/10.1163/15718069-25131237.

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Abstract While interstate negotiation is becoming more important than ever in guiding the course of world affairs, it is in danger of being weakened as a consequence of the erosion of multilateral diplomacy. Multilateral organizations and cooperation between states has opened new pathways for negotiation, stabilized the world, and served to equalize power distribution. Growing multilateralism has protected negotiation processes and offered smaller powers more of a say in world affairs. However, with the current trend for powerful countries to undermine multilateral negotiation processes in fav

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7

Smolinski, Remigiusz. "How Was the Fifth European Union Enlargement Actually Negotiated? A Comparative Analysis of Selected Traits." International Negotiation 13, no. 2 (2008): 247–83. http://dx.doi.org/10.1163/157180608x320234.

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AbstractDespite the political and economic importance of the fifth European Union enlargement, not much research has been devoted to the negotiation process that led to this event. The purpose of this paper is to present the results of our survey conducted among politicians and diplomats representing the parties in the accession negotiations. The main objectives of this survey were to identify differences between the negotiating behavior and attitudes of participants and examine differences between the perceptions (self-perception vs. the perception of the negotiation partners) of the negotiat

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8

Ning, Xuan, Chau-Kiu Cheung, and Sijia Guo. "Using Grounded Theory to Understand a Cutting-Edge Issue: Effects of Integrative Tactics on Chinese Gay Men’s and Lesbians’ Social Well-Being." International Journal of Qualitative Methods 18 (January 1, 2019): 160940691989834. http://dx.doi.org/10.1177/1609406919898348.

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This study aims to demonstrate how grounded theory can be used to explore and analyze negotiation processes between self-identified gay men and lesbians and their parents. For a majority of Chinese gay men and lesbians, marriage proves to be the primary concern that drives negotiations with parents. Extant research documents the precarious consequences of gay men’s and lesbians’ social well-being yielded by these negotiations, which primarily employ distributive negotiating tactics. As integrative tactics prove to be conducive to favorable outcomes, their application in same-sex children’s neg

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9

Petersen, Nikolaj. "Bargaining power among potential allies: negotiating the North Atlantic Treaty, 1948–49." Review of International Studies 12, no. 3 (1986): 187–203. http://dx.doi.org/10.1017/s0260210500113920.

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Bargaining power is a somewhat neglected concept in the study of international negotiations. Who comes on top in the negotiating process and why, i.e. its power or influence aspect, has never been a central perspective of negotiation theorists. The ‘classical’ negotiation theorists of the 1960s1 make only passing references to the effects of differences in power resources on international negotiations, and even though more recent works pay considerably more attention to such variables,2 they can hardly be said to be central to the field. Nor has bargaining as a particular instance of the exerc

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10

Lindholst, Morten, Anne Marie Bülow, and Ray Fells. "The practice of preparation for complex negotiations." Journal of Strategic Contracting and Negotiation 4, no. 1-2 (2018): 119–40. http://dx.doi.org/10.1177/2055563620907364.

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Negotiators are routinely exhorted to prepare well, but what do they do in practice? This article draws on data collected as a team of negotiators prepared their strategy during the lengthy negotiations over a major power generation infrastructure contract. Using a framework that we developed using terms from the literature, the team’s preparation meetings were observed and then analysed for content, timing and changes in participation. It is shown that the standard checklist notion of preparation needs to be reconsidered as a multilevel, dynamic concept that changes in character over time. Fa

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