Power in international business negotiations strategies

Abstract

Modern international business is developing in the context of rapid social and political changes, which are influencing the change of economic and cultural priorities, thinking and behavioral changes. This puts the new demands for preparing and implementation of negotiation strategies. It is necessary to plan and implement a negotiation set of actions that allows to understand the other side of negotiations in different situations, to achieve mutual and common understanding and finally to find optimal negotiating solutions. The theme of international business negotiation strategies is analyzed in a very broad sense but in these days negotiation theory and practice negotiating strategies are still are not sufficiently effective and efficient, especially since they are not based on assessments of bargaining power. In International business negotiation practice there is a lack of inclination and possibilities to assess reasonably and adequately the bargaining power of the various business entities, taking into account the circumstances of multiculturalism occurring by modern business internationalization conditions and to possibilities of remote control technologies for negotiations and e-business development need.