Assessment of negotiating power in preparation of international business negotiations strategies: the case of attracting investments

Abstract

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. International business development under global conditions involves conducting business negotiations participated by representatives from all kinds of different cultures. This poses additional difficulties in developing strategic solutions and ensuring their support. Therefore, there is an obvious demand for adequate negotiation models, which take into the account the potential of the negotiating parties - their bargaining power. 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).