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).
Highlights
Contemporary business world has to encounter a huge variety of different cultures and their specifics, which requires adequate theoretical solutions for international business organisation and management
The problem is that management, as well as business management theory does not provide any theoretical solutions for evaluating bargaining power du ring international business negotiations, especially considering the possibilities of using negotiation support technology, which is rather important for international business development
The bargaining power of these subjects will be assessed according to their significance in the negotiator’s strategy, which is based on bargaining power assessment
Summary
Contemporary business world has to encounter a huge variety of different cultures and their specifics, which requires adequate theoretical solutions for international business organisation and management. This article examines a model proposed by the author, the purpose of which is to help develop international business negotiation strategies, based on the assessment of bargaining power. The model is based on the use of the game theory in order to find an optimum negotiation strategy and adapt the optimisation rules for international business negotiations in case of uncertainty. The purpose of this model is to develop and implement international business negotiation strategies based on bargaining power assessment, the analysis of strategic actions and strategic decision-making. G – the parameter of hope. g – the coefficient, changing from 0 to 1
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