International business negotiations: structures and principles

Abstract

This article at issue the structures of the negotiation, negotiation parameters and principles. Special literature examines a number of bargaining models, in this work the author presents a typology of negotiation models (electronic, verbal, and mathematical models of negotiation). Modeling of negotiations should include key negotiation parameters and rely on the basic principles of negotiation. After spending important elements may be overlooked essential measures influencing outcome of the negotiations. This article conducted analysis in the global scientific literature on the principles of business negotiations and made their comparison. It is also explored the structure of business negotiations, given classification of negotiations models. In the conclusions the author provides suggestions for further negotiations research.