Review of international business negotiations research: current achievements and directions of further research

Abstract

The main objective of the study is to conduct a review of research in international business negotiations and provide the direction of development. For this purpose in the article is made qualitative analysis of the scientific literature. The paper analyzes the results of existing studies in the field of international business negotiations and mutual correlation of these works. It also provides insights for further research in the field of international business negotiations. Since business performance is based on the negotiation strategy. Therefore, the analysis of the global scientific literature is carried out through the prism of the negotiation strategy - through the main negotiating power forming elements: preparation for negotiations, communication terms, ethics, emotion management, time management, expectation management. This work will reveal more systematic approach to international business negotiation as a whole, this will enable to highlight the achievements of scientists in the field of science and weaknesses, Which in future could guide researchers in international business negotiations further research.