International business negotiations in a regulated and incomplete information market

Abstract

Regulations and government interventions often restrict competition in the market and rise certain challenges in business negotiations, when competition in the market is more or less distorted. Removing 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 assessment is most effective when business negotiation entities have a clear sufficient information for comparing options, sufficient resources for conducting an analysis, and sufficient technical skills for performing 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 information market, to reveal opportunities on development and implementing improvements of these strategies. 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.