International business negotiation strategies based on assessment of negotiating powers (original) (raw)
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Proceedings of 5th International Scientific Conference Contemporary Issues in Business, Management and Education ‘2017, 2017
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 str...
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The existence of exclusive rights to produce or supply services means a monopoly. Often it is called a natural monopoly. Exclusive rights are granted for a long period of time, which should encourage major investments in infrastructure, the development of which is unlikely to occur without a guaranteed market. But sometimes exclusive rights are used in situations where there is no natural monopoly. Exclusive rights are, in many respects, one of the main routes to market. Exclusive rights may allow monopoly pricing and other market power tools. Regulatory measures used by competition authorities alone do not make it possible to avoid such a situation, as they often show a very low success rate in preventing market power from being used to protect consumers. The purpose of this article is to analyze the theory and practice of preparing negotiating strategies in a complex way, to reveal opportunities to develop and implement these negotiating strategies, taking into account competition...
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This theoretical essay discusses various aspects, through documental research and professional experience, dealing with the influence of negotiation at national and international levels, specifically in the exportation, the facilitating and restrictive factors in global business. From the documental research, the types of negotiations taking place in a term of trade, where communication between the parties is extremely important factor are identified. The professional experience points to a lack of qualified professionals in the area of Foreign Trade, who have little knowledge of all nuances of the intrinsic process of exporting. In this sense, investments in education, both at the primary level, in order to educate citizens with character and ethics, and investments at secondary level, aiming to improve the basic English or Spanish to the students at second level, are fundamental for Brazil to achieve the increase in exports, as advocated by the national government. Similarly, the Brazilian universities have vital responsibility to train managers of international negotiations, with personal skills, and knowledge on linguistic and technics. Cultural differences must be respected and understood, where the negotiator can use specific methods and processes of decision-making. The personal identities of negotiators are identified with their culture of origin. The most salient personal characteristics are interpersonal skills and a cooperative or competitive profile, skills of agility, building relationships, adapting to different situations of each negotiation and credibility. As the negotiation taking place in practice, the interaction between people who are negotiating issues requires mutual respect and cultural specificities, and the use of strategies of attack and counterattack.
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Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990)(1995) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.
NEGOTIATION STRATEGIES & TACTICS FOR BUSINESS SUCCESS
Synopsis Negotiation is one of the key elements for the success of a business. A business enterprise uses an elaborate process of negotiation to source its raw materials and also to sell its products to its dealers or customers. Negotiation has therefore become an important tool for all business dealings and a highly planned negotiation always bestows numerable benefits to the company or enterprise.Further, there will be no post-negotiation dissatisfaction for the parties involved in the process of negotiation and may lead to long lasting business cooperation and relationships. Most of the times, the executives of a company are aware of the stages of negotiation— Planning Stage, Preparatory stage, Introduction stage, Opening Stage, Discussion Stage, Exploration Stage, Signalling Stage, Closing Stage and Post-Negotiation Stage-and also the things to do in each stage of negotiation but many a time they are not aware of the " actual tactic or tactics " to be employed to strike a successful business deal.Similarlly, the executives of the company may be aware of the negotiation styles—Aggresssive, Collaborative, Passive, Compromise and Ignoring styles—but may not be aware of the differeent tacics to be followed while negotiating a deal or arriving at a successful negotiated settlement. The present article titled " Negotiation Strategies & Tactics for Business Success " discusses in detail the various tactics involved in the process of negotiation and how to use or execute the tactic in a specific stage of negotiation and while using a particular style of negotiation.
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Este artigo tem como objetivo lancar luzes em areas cinzentas da conceituacao em negociacoes internacionais, bem como teorizar, ainda que de forma incipiente, a partir de uma perspectiva internacionalista. O trabalho tambem tem como objetivo apresentar alguns passos para o negociador internacional construir negociacoes eficazes, atuando de modo eficiente.
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Negotiating communication has created new challenges, as business becomes global, and the distance between the two parties do not allow to negotiate fully -to take full advantage of the bargaining power remotely. The use of innovation can be beneficial not only to support the negotiation process but also in the preparation phase of the negotiations. In order to properly prepare for negotiations is need to form an effective negotiating team whose analytical work and skills could help to achieve the highest outcome of the negotiations. This is particularly important in the preparation and in the course of intercultural negotiations, which require an understanding of other cultures, other languages, possession of legal knowledge, knowledge of the negotiation context, etc. In preparation for the negotiation phase is needed to know the best way possible about the other side of the negotiation. Knowing the technical communication capabilities of other negotiation side it is possible to prepare effective negotiation support tools. Negotiation's success often depends on the effectiveness of the preparation -the better it will be known the other side of the negotiation and negotiation context, the better results will be achieved. In this article is made the analysis of global scientific literature in international business negotiations innovations. As well there is examined the preparation of business negotiations and considered the formation of negotiating teams. In the conclusions the author provides suggestions for further negotiations research.
The concepts of power in international business negotiations: An empirical investigation
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This article examines the bases of social power, namely individual information power, expert power, legitimate power, and referent power on successful international business negotiations (IBNs). The author conducted an online survey among international business executives working in the UK for multinational corporation subsidiaries who were asked to report on the success of their most recent negotiating experience in terms of cooperative (integrative) and competitive (distributive) outcomes. Information power, expert power, and referent power were supported by these results in terms of significance. Unexpectedly, however, information power was positively correlated with integrative or cooperative outcomes and processes. The correlation related to legitimate power was negative but not statistically significant so this hypothesis was not supported. Our results not only contribute to international negotiation theory, but also can assist in the selection and training of practitioners. The academic contribution of this study also relates to model exploration. It brings causal statistical objectivity to qualitatively developed concepts as an essential step in development of knowledge. These theoretical and managerial implications of the study are examined. Furthermore, directions for future research that build on the findings of the study are indicated.
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Negotiation is a central activity in international affairs, but it tends to be studied indirectly through particular cases. Considering it as a subject in itself brings out some important principles. The general literature on negotiation falls into five categories: advice from practitioners, studies of particular cases or contexts, statistical tests of data, psychological theories with experiments, and game theory models. Each approach complements the others, but there has been too little interaction among them. Game models, in particular, are important for the international context, which involves more planning and more experienced actors. They resist the generalizations to which other approaches are prone, often showing that whether a move is well-advised or mistaken depends on some easy-to-overlook detail.