Relevant bibliographies by topics / International negotiation

Academic literature on the topic 'International negotiation'

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Published: 4 June 2021
Last updated: 31 January 2023

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Journal articles on the topic "International negotiation"

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Fang, Tony, Josephine Schaumburg, and Daniella Fjellström. "International business negotiations in Brazil." Journal of Business & Industrial Marketing 32, no. 4 (May 2, 2017): 591–605. http://dx.doi.org/10.1108/jbim-11-2016-0257.

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Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”. Findings The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated. Research limitations/implications International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes. Originality/value The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.
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PELECKIS, Kęstutis. "INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS." Journal of Business Economics and Management 17, no. 6 (December 21, 2016): 882–900. http://dx.doi.org/10.3846/16111699.2016.1233511.

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At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. 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).
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Al-Sharaa, Mohammed Hashim Abdulkareem, and Sanil S. Hishan. "The Impact of Cross-Culture Risk on International Business Negotiations." International Journal of Information Technology Project Management 13, no. 2 (April 1, 2022): 1–13. http://dx.doi.org/10.4018/ijitpm.311850.

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International business negotiations face differences between different cultures. Cultural dimensions can affect the negotiation processes that take place between representatives of different cultures in the negotiations. As a result of the cultural difference between the negotiating parties, there may be many misunderstandings. This paper discusses the impact of cultural dimensions on the conduct of international business negotiation processes. Twenty previous studies on international business negotiation and cultural differences were reviewed and analyzed. The Prisma flow diagram chart was used in this study in order to select articles that are relevant and useful for this study. The findings of this study show that preparation for negotiation is one of the most effective methods for the success of international business negotiations. We advise future researchers to focus on the positive aspect of the impact of cultural differences on international business
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Wang, Yue, Akira Tanaka, and Xiaochun Huang. "From Long-term Contract to Market: An RBC Perspective on International Negotiations of Iron Ore Prices in the Asia-Pacific Region, 2009–2010." International Negotiation 25, no. 2 (May 7, 2020): 345–71. http://dx.doi.org/10.1163/15718069-25131243.

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Abstract The collapse of a long-term contract-based (LTC) benchmark system and the rise of a market-based index system in international negotiations of iron ore prices in the Asia-Pacific region has attracted much media attention. However, a systematic analysis of why and how such a change occurred from a negotiation point of view is absent. Drawing upon a relationship-behavior-conditions (RBC) perspective from the international business (IB) negotiation literature, this article investigates how negotiations between parties unfolded during the 2009–2010 period. Specifically, the article contributes to a deeper understanding of the subject by evaluating the relationships between various negotiating parties, investigating some intriguing behaviors by negotiating parties, and identifying important conditions surrounding the negotiation process. The case of iron ore price negotiation also offers a vehicle to advance the RBC perspective in untangling complex IB negotiation problems and generate some broad implications for IB negotiation research and practices.
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Peleckis, Kęstutis. "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade." International Letters of Social and Humanistic Sciences 65 (December 2015): 1–15. http://dx.doi.org/10.18052/www.scipress.com/ilshs.65.1.

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Recently businesses need to find the new ways to ensure business growth and competitiveness in the international market. Cultural diversity of international business brings new challenges in the development and implementation of negotiation strategies of businesses, in cooperation with foreign partners. At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. New challenges in international business negotiations are caused by formation of common cultural and information space in a global scale, the new demands for information technology progress in development of international competition and accelerating innovation processes. International business negotiation strategy development and implementation are setting the essential features and causal relations and is relevant in practice by creating in each negotiation case the unique negotiation strategy, focused on maximizing the effectiveness of the international business with the aim of more efficient use of business negotiation potential – the negotiating power. In scientific problem solving it is necessary to offer such instruments, which would take into account bargaining power of participants in negotiations, and would allow real implementation of business strategies and constitute an appropriate contribution to their development. The article aims - to design a theoretical model for preparing and implementing strategies of international business negotiations, based on evaluations of bargaining powers and to verify experimentally its relevance and applicability.
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Altschul, Carlos. "Internal Coordination in Complex Trade Negotiations." International Negotiation 12, no. 3 (2007): 315–31. http://dx.doi.org/10.1163/138234007x240655.

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AbstractComplex trade negotiations call for elaborate internal coordination and adept negotiating actors. In successful cases, these actors develop reciprocal dependent behaviors. Recent business and trade negotiation experiences testify to the development of process mechanisms in a variety of settings that demonstrate the capacity of the negotiators' role to expand. Constraints are acknowledged, essentially, the fact that the negotiator is a mandated agent and acts within a timebound context. Still, as drivers, negotiators practice their trade creatively to promote internal coordination, restructure the context, reframe and help solve micro-negotiation conflicts, and create conditions for the observance of reciprocating behaviors. The French term endroit is used to describe the venue in which collaborative negotiation is conducted.
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Crump, Larry. "Tools for Managing Complex Negotiations." International Negotiation 25, no. 1 (January 16, 2020): 151–65. http://dx.doi.org/10.1163/15718069-23031162.

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Abstract “Management of complexity” was identified as a paradigm for negotiation analysis 25 years ago. Substantial progress has been made in conceptualizing complex negotiations since, although less has been accomplished with regard to operationalizing that knowledge so that tools can be developed to manage complex negotiations. This article begins by reviewing five separate theoretical frameworks of negotiation complexity and, through this analysis, identifies six significant characteristics of negotiation complexity: party numbers, negotiator roles, external environment, negotiation process, negotiation strategy, and party relations. Operational tools are identified for each variable. On the basis of this analysis, the article concludes by identifying additional tools that could be developed for managing complex negotiations.
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Foroughi, Abbas. "Minimizing Negotiation Process Losses With Computerized Negotiation Support Systems." Journal of Applied Business Research (JABR) 14, no. 4 (August 29, 2011): 15. http://dx.doi.org/10.19030/jabr.v14i4.5648.

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The growing frequency of negotiation situations as well as an increasing complexity of the issues that need to be resolved in a negotiation have generated interest in computer support for negotiation. Negotiation Support Systems (NSS) show potential for alleviating or overcoming major process losses which hinder the effectiveness of negotiations, including the negative effects of cognitive limitations, cognitive biases and dysfunctional socio-emotional aspects of negotiator behavior. This paper gives a brief overview of existing NSS and presents a framework for research in the NSS area, which highlights empirical research, which has already been conducted in this area. Also included is a discussion of future research directions, which are needed in the area of NSS.
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Kumar, Rajesh, and Gerardo Patriotta. "Culture and International Alliance Negotiations: A Sensemaking Perspective." International Negotiation 16, no. 3 (2011): 511–33. http://dx.doi.org/10.1163/157180611x592978.

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AbstractInternational alliance negotiations are now a pervasive feature of the contemporary global economy. As the alliancing firms cross national boundaries to forge cooperative partnerships they face the inevitable necessity of bridging the cultural divide to ensure successful negotiation. Existing research has focused primarily on the impact of national cultural differences in shaping negotiating strategies and ensuing outcomes. Less attention has been paid to how negotiators from different cultures understand and manage the ambiguity of international alliance negotiations. We employ the theoretical lens of sensemaking to understand how negotiators embedded in different cultures manage simultaneously the task and cultural related ambiguity that they are confronted with. This perspective suggests the critical role that ‘tertius iungens’ (the ‘third who joins’) plays in facilitating the negotiation process. The ‘tertius iungens’ represents a form of intermediation that acts as a catalyst in the negotiation process. We propose three alternative types of intermediation, namely, cognitive, affective, and holistic and provide illustrative examples of these types of intermediation. We conclude by highlighting the theoretical and managerial significance of our framework and by suggesting future directions for research.
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Eklinder-Frick, Jens Ola, and Lars-Johan Åge. "Relational business negotiation – propositions based on an interactional perspective." Journal of Business & Industrial Marketing 35, no. 5 (January 24, 2020): 925–37. http://dx.doi.org/10.1108/jbim-04-2019-0169.

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Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature. Design/methodology/approach To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective. Findings Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.
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Dissertations / Theses on the topic "International negotiation"

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Lei, Lianghui. "Regional Chinese negotiation differences in intra- and international negotiations." Thesis, Loughborough University, 2013. https://dspace.lboro.ac.uk/2134/13784.

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As China emerges as a major player on the international business scene, it is becoming increasingly important for Western negotiators to understand how the Chinese negotiate business deals. Existing knowledge regarding the Chinese negotiation style is largely based on considering China as one single country and the Chinese as to negotiate in one homogeneous way. Regional differences in the Chinese negotiation style have traditionally been overlooked in the literature. Guided by a negotiation analysis approach, this thesis conducts an exploratory study of the diversity of the Chinese negotiation style from a regional sub-cultural perspective. It suggests four characteristics of the Chinese negotiation style based on the frameworks of international business negotiations and the Chinese cultural roots and values. This thesis investigates five research questions, which address the characteristics of regional negotiation styles and the consequences of these different styles in relation to Sino-Western negotiations. A case study research strategy is employed to study four regions in China, including the Northern, the Eastern, the Southern and the Central region. Each case was studied using three research methods: semi-structured interviews, secondary documents, and negotiation experiments. Interview data analysis focuses on the perceptions of the Chinese negotiators, the Chinese government official, and the foreign negotiators regarding regional negotiation styles, whereas the experiments examine the students cognitive information on regional differences. The results confirm that regional negotiation styles exist in China. The findings show that Northern and Central negotiators have the Chinese negotiation style in the literature. They place emphasis on relationship and face and show low time-sensitivity and risk-taking propensity. On the contrary, Eastern and Southern negotiators are extremely task-oriented and deal-focused, which means they place little value on relationship and face in negotiations. Differences also exist between the two groups of business-oriented negotiators as Southern negotiators have higher time-sensitivity and risk-taking propensity than Eastern negotiators. Differences in historical and geographical backgrounds are found to be the key drivers in the forming of these regional negotiation styles. Importantly, the experiment results show that, in contrast to the conventional idea, Western negotiators might find it easier to negotiate with the relationship-focused Chinese than with the deal-focused Chinese. This is because Northern and Central negotiators appear to be cooperative in Sino-Western negotiations, whereas Eastern and Southern negotiators tend to use a competitive approach. This thesis provides a number of contributions to the existing literature. First, it provides a better understanding of the overall picture of the Chinese negotiation behaviour and fine-tunes the Chinese negotiation style from a regional sub-cultural perspective. This regional approach to the study of culture is not only rare in Sino-Western negotiation studies, but also uncommon in the literature of international business negotiations. Second, this research highlights the fallacious assumption of cultural homogeneity with nations. It calls for academic attention to balance inter-cultural and intra-cultural diversity in the studies of international business. Third, a step is taken towards exploring the regional values and behavioural differences in China. The findings of this research provide directions for future regional studies on other managerial issues.
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Bülow, Anne Marie. "E-Mail in International Negotiation." Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, 2009. http://epub.wu.ac.at/1136/1/document.pdf.

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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international business students indicates that, while there is a distinct advantage in the feature of reviewability, the text format itself also poses a problem because it allows selective attention.
Series: WU Online Papers in International Business Communication / Series One: Intercultural Communication and Language Learning
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Galluccio, Mauro. "Cognition and emotion in international negotiation: a multidisciplinary perspective." Doctoral thesis, Universite Libre de Bruxelles, 2006. http://hdl.handle.net/2013/ULB-DIPOT:oai:dipot.ulb.ac.be:2013/210760.

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Thörnblom, Jonas. "Cultural Impact on International Business Negotiation." Thesis, Linköping University, Department of Management and Economics, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1212.

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Background: The increasing global business competitiveness thoroughly intensifies the demand for improvements of communication and negotiation skills in order to adjust competence to successfully conduct the work of getting treaties of cooperation and business development to work everywhere. It is simply a matter of survival for an increasing amount of multinational companies operating in all kinds of different locations and businesses around the world. This state of nature also holds for Swedish and Spanish companies, that both heavily depend on foreign trade, and whose negotiating behavior is going to be the focus of this study. For every international company facing the challenges of developing new business in foreign cultures it should be of interest to find out what would improve their business interactions. The study is therefore investigating possible ways of how to deal with cultural implications that might appear in international business negotiations.

Purpose: To study and analyze the presence of cultural impact on international business negotiations, with a special emphasis on Swedish-Spanish business negotiators.

Method: Considering negotiations as a process-oriented phenomenon observed from empirical studies of individual cases and drawing conclusions thereof, the study takes a hermeneutic qualitative-inductive interaction approach. The frame of references are constitued by a thorough spectra of well established theories developed within the fields of communication, negotiation and intercultural studies.

Result: The study proves that the behavior of negotiators are influencing the outcome of the negotiation, particularly in international contexts where the parties have different experiences, historical and cultural backgrounds as well as different perspectives on life.

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Mohd, Hashim Hishamuddin. "International negotiation styles: A perspective of Malaysian diplomats." AUT University, 2010. http://hdl.handle.net/10292/993.

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Negotiation competency is an important focus of all countries as negotiation is a core event in international relations and diplomacy. Malaysia is no exception. Existing literature indicates that there has never been any research to study the Malaysian practice in international negotiations. As far as diplomatic negotiation is concerned, there is also a dearth of literature on what is going on at the negotiation table due to its secretive nature. Most of the research conducted on negotiation has originated from Western concepts of negotiation, and there is a lack of research concerning non-Western and specifically Malaysian notions of negotiation. A number of studies have been carried out to identify negotiation styles of some countries in Asia, and research on Malaysian negotiation is merely a descriptive explanation of Malaysians’ business negotiation behaviour. Furthermore, there is a growing need of research that employs varieties of methods in studying negotiation as most of the overseas studies were quantitative in nature. Thus, researching into the Malaysian practice of international negotiation will help to close the gaps in the literature because: (1) it will address the lack of research on Malaysian negotiating styles from the viewpoint of the public sector, as opposed to the business sector; (2) it will extend the work on non-Western perspectives on diplomatic negotiation by injecting Malaysian notions of international negotiation, as seen by Malaysians; (3) it will enrich the current literature on negotiating styles of countries in Asia; (4) it will add to the small amount of international scholarship on diplomatic negotiation and (5) this research will employ a mixed-method approach, and this will complement the need to employ varieties of research methods in negotiation research. The main aim of this research is to explore and highlight the key features of Malaysian negotiating practice in international negotiations from the perspectives and experiences of Malaysian diplomats. This research adopted a mixed-methods approach. An interpretive approach with some elements of phenomenology, symbolic interactionism and systems theory was the main paradigm adopted for the qualitative study while a questionnaire survey was employed for the quantitative study. Key-informant interviews with 22 former diplomats were conducted and a survey of 39 respondents amongst in-service Malaysian diplomats was successfully carried out. The research contributes to understanding of Malaysian negotiating practice in international negotiations and generates important insights for diplomatic training providers in setting-up relevant training modules. It also helps negotiators from different nations to comprehend the negotiation practice of Malaysia and helps to eliminate stereotyping and biases. In addition, since international negotiation is a universal phenomenon, the findings of this study are not only applicable to Malaysia but to other nations as well. Important key and relevant points that could contribute to international negotiation knowledge were identified and discussed. Finally, based on the research, policy recommendations were proposed to enhance negotiation competency in any international negotiation, and future research was identified and suggested for the benefit of international negotiation knowledge and scholarship.
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Sandin, Ronja, and Joshua Francis. "The Complexity of Executing International Negotiations while Maintaining Business Ethics - Developing the value-based International negotiation model from an ethical perspective - the Sanfran Ethical International Business Negotiation Model (SEIB NM) : An exploratory case study within the defence industry." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39874.

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Background This thesis explores the role of ethics in negotiations within the international defence industry. Existing gaps in literature are identified by using two existing literature reviews: one concerning negotiations and one concerning ethics. The gaps in existing literature lead to the need for a number of areas of development: the need for new negotiation models; the need to include ethics in international negotiations; and the need for studies to included negotiation professionals, opposed to students. Methodology and Method The method used consists of a single-case study using interviews to gain insight from those responsible for negotiations and ethics at Saab, a Swedish International defence company. Theoretical Framework To explore the possibilities of an ethically based negotiation model, two existing models were examined. The first used is the Value-Based Negotiation Model (VBN) by Gan (2017) and establishes a negotiation framework. The second model by Erwin (2010) offers perspectives on the effectiveness of documents used to establish ethical foundations in organizations. Proposed Research Framework The research framework that is established is the Sanfran Ethical International Business Negotiations Model. The model incorporates the steps needed for successful integrative negotiations with aspects aimed at increasing ethical collaboration and to reduce the risk of unethical behaviour. Findings and further research. The research has fulfilled its two goals by adding to existing literature surrounding negotiations and by developing a conceptual framework to be used in international defence negotiations that uses ethical requirements as a foundation. Implications for theory and practice are discussed and future research directions are offered.
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Theodosiou, Ioannis E. "Essential elements in international contract negotiations." Thesis, Monterey, Calif. : Springfield, Va. : Naval Postgraduate School ; Available from National Technical Information Service, 2006. http://library.nps.navy.mil/uhtbin/hyperion/06Jun%5FTheodosiou.pdf.

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van, Wees Saskia A. "Negotiation and Policy-making in the Climate Regime." Ohio University / OhioLINK, 2009. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1258321917.

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Bulley, Daniel. "Ethics and foreign policy : negotiation and invention." Thesis, University of Warwick, 2006. http://wrap.warwick.ac.uk/3483/.

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To what extent can ethics and foreign policy be conceived as possible? Instead of answering within the implied dichotomy of possibility and impossibility, this thesis argues for a reconceptualisation of the dichotomy. Ethics and foreign policy are better understood on the basis of undecidability: neither simply possible nor impossible, but both at the same time. A deconstructive reading of British (1997-2006) and EU (1999- 2004) foreign policy, both of which make claims to ethics, reveals how the issue is beset by internal contradictions, paradoxes and aporias. The deconstruction is structured around the concepts of subjectivity, responsibility and hospitality, each of which constitutes an important point of undecidability within British and EU representations of their ethical dimension. The subject of ethics and foreign policy is always haunted and inhabited by its object, responsibility is necessarily irresponsible, and hospitality contains an irrepressible hostility. Thus, ethics and foreign policy is best conceived as undecidably im-possible. However, such undecidability cannot be used to justify abandoning the goal of an ethical foreign policy. Rather, a Derridean 'negotiation' is proposed. Negotiation seeks to remain loyal to the dual injunction of deconstruction, an undecidability which is the condition of ethics and politics, and a decision which decides, and closes to certain figures of otherness. It requires a permanent questioning, testing and invention of the promise of ethics and foreign policy. This produces a range of illustrative suggestions for the possible enactment of an ethico-political foreign policy, which would refer to and strive for an ultimately unrealisable ethical foreign policy. This research contributes a fundamental critique and questioning of the possibility of ethics and foreign policy. It provides a revealing exploration of British and EU foreign policy from the period, based around responsibility and hospitality. Finally, the thesis introduces the Derridean notion of negotiation to the discipline, seen as a way of moving through the potential paralysis brought by the undecidability arising from foundational questioning.
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Lin, Xiaofeng, Ran Yan, and Argiris Christakopoulos. "International business negotiation in the South and North China." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4444.

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AbstractData: 2008 –09 – 29Level: Bachelor Thesis in Business Administration, 15 hp,Title: International business negotiation in the South and North ChinaAuthors: Xiaofeng Lin, Ran Yan, Argiris Christakopoulos,Supervisor: Leif SannerProblem: Concurred with China's economic development, the commercial activitiesamong China and different countries have become more frequent. Manyscholars have come to realize that China's different cultural background hasbeen a great extent influenced by the international business activities, andmany articles have been described about how the Chinese unique culturalinfluence the international business negotiation. But because the cultures inthe South and north China have some great differences, therefore, when wereviewed those articles, we found that those descriptions in the articleswere not comprehensive. Some of the opinions were feasible and effectivein north of China in business negotiation, but perhaps were not suitable inthe South of China.Purpose: The purpose of this thesis is to get a better understanding of how the differentcultures from north and south China affect the international negotiationprocess.Method: We have developed the qualitative approach to fulfill our thesis purpose. Thisqualitative study was conducted by interviewing two managers from ChinaOcean Shipping Agency Fuzhou (south China) and JINAN XiaoYa CO.Ltd(north China). All the final results are derived from the analysis of thegathered empirical data and the theories presented.Result: By analyzing the connection between the collected empirical data and thepresented theories, the main conclusion we get is that in an internationalnegotiation process, the different cultures from south and north China mayhave an effect on different levels.

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Books on the topic "International negotiation"

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Lakos, Amos. International negotiations: Negotiation theories : a bibliography. Monticello, Ill: Vance Bibliographies, 1989.

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Gunnar, Sjöstedt, ed. International environmental negotiation. Newbury Park: Sage Publications, 1993.

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Maude, Barry. International Business Negotiation. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8.

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Starkey, Brigid. Negotiating a complex world: An introduction to international negotiation. Lanham, Md: Rowman & Littlefield, 1999.

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Negotiating the Kyoto Protocol: An analysis of negotiation dynamics in international negotiations. Münster: Lit, 2001.

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Tange, Hirofumi. International business and negotiation. Kyoto, Japan: Sagano Shoin Co., 1992.

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van der Gaast, Wytze. International Climate Negotiation Factors. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-46798-6.

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Galluccio, Mauro, ed. Handbook of International Negotiation. Cham: Springer International Publishing, 2015. http://dx.doi.org/10.1007/978-3-319-10687-8.

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B, Bendahmane Diane, McDonald John W. 1922-, and Center for the Study of Foreign Affairs (U.S.), eds. International negotiation, art and science: Report of a Conference on International Negotiation, June 9-10, 1983. [Washington, D.C.]: Foreign Service Institute, U.S. Dept. of State, 1985.

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Negotiating a complex world: An introduction to international negotiation. 2nd ed. Lanham, MD: Rowman & Littlefield, 2004.

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Book chapters on the topic "International negotiation"

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Lasko, Wolf W., and Lara M. Lasko. "Negotiation." In International Sales Steering by Result Framing, 171–86. Wiesbaden: Springer Fachmedien Wiesbaden, 2015. http://dx.doi.org/10.1007/978-3-658-06352-8_17.

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Maude, Barry. "Negotiation Process." In International Business Negotiation, 80–103. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_4.

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Maude, Barry. "Negotiation Strategies." In International Business Negotiation, 178–205. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_8.

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Helmold, Marc. "Negotiation Concepts." In Successful International Negotiations, 65–81. Cham: Springer International Publishing, 2020. http://dx.doi.org/10.1007/978-3-030-33483-3_6.

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Maude, Barry. "International Buying/Selling Negotiations." In International Business Negotiation, 206–30. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_9.

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Spector, Bertram I. "Citizen Negotiation." In The Dynamics of International Negotiation, 111–19. London: Routledge, 2022. http://dx.doi.org/10.4324/9781003314400-9.

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Maude, Barry. "International Business Negotiation: An Overview." In International Business Negotiation, 3–25. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_1.

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Maude, Barry. "Culture and Negotiation." In International Business Negotiation, 26–54. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_2.

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Maude, Barry. "Multilateral Business Negotiation." In International Business Negotiation, 104–26. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_5.

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Maude, Barry. "Pre-negotiation Activities." In International Business Negotiation, 155–77. London: Macmillan Education UK, 2014. http://dx.doi.org/10.1007/978-1-137-27052-8_7.

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Conference papers on the topic "International negotiation"

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Peleckis, Kęstutis, Valentina Peleckienė, and Kęstutis Peleckis. "International Business Negotiations: Search of the Balance and the Equilibrium of Negotiating Powers, under Distorting Market Conditions of Competition (Monopsony, Oligopsony and Monopoly Cases)." In Contemporary Issues in Business, Management and Education. Vilnius Gediminas Technical University, 2017. http://dx.doi.org/10.3846/cbme.2017.041.

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Certain challenges arise in business negotiations when competition in the market is more or less distorted. This can take place in various markets conditions. In such situations great possibilities open up to the development of international business relations as overclocking new market participants can provide additional alternatives for companies and organizations or other business units, by reducing the negative impact of competition distortions for the balance of negotiating power of participants in negotiations. In the development and implementation of effective international business negotiation strategy, it is important to identify the balance of negotiating power of major participants in negotiations in order to make more efficient use of the potential of business negotiations – the negotiating powers. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of international business negotiations and negotiating strategies under distorting market competition conditions, to reveal opportunities on development and implementing improvements of these strategies in cases of monopsony, oligopsony and monopoly. Object of the research is the search of balance on negotiating powers in international business negotiations under conditions of distorted competition in the market. The scientific problem - negotiation theory lacks measures for assessment and balancing the negotiating powers of negotiation’s participants under distorted market competition.
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Peleckis, Kęstutis. "International business negotiation strategies based on assessment of negotiating powers." In Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.42.

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The aim of the article is to make integrated analysis of current practice and theory in international business negotiations on creation of negotiation strategies and their implementation, to reveal opportunities for improvement of strategies creation and implementation according the needs to assess negotiating power reasonably of international business, to create theoretical model of development and implementation strategies of international business negotiation, based on evaluation of negotiating powers. The object of the article is international business negotiation strategies, their design and implementation processes, the needs and possibilities for their improvement, considering the assessment of the negotiating powers feasibility factors. The article seeks to identify the key elements of negotiating powers, determining the potential of negotiating, their adequate evaluation and configuration options, affecting the course and efficiency of international business negotiations.
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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "International business negotiations in a regulated and incomplete information market." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.511.

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Regulations and government interventions often restrict competition in the market and rise cer-tain challenges in business negotiations, when competition in the market is more or less distorted. Remov-ing 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 as-sessment is most effective when business negotiation entities have a clear sufficient information for com-paring options, sufficient resources for conducting an analysis, and sufficient technical skills for perform-ing 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 infor-mation market, to reveal opportunities on development and implementing improvements of these strate-gies. 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.
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Peleckis, Kęstutis. "Preparation of International Business Negotiations Strategies Based on Evaluation of Negotiating Power: Case of E-Commerce." In Contemporary Issues in Business, Management and Education. VGTU Technika, 2015. http://dx.doi.org/10.3846/cibme.2015.03.

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Research Design and Methods: logical analysis, generating conclusions, comparing and generalization methods, game theory methods, multiple criteria evaluation. Findings: from experimental verification of model, which was created by author of article for development of international business negotiations strategies, it can be stated that this model can be used for electronic negotiations: both as a standalone tool or as a measure requiring partial negotiator intervention. As well created negotiation strategy model can be used to support the negotiations through various databases. Results of the investigation can be used to create business negotiation strategies in international business, with regard to globalization, internationalization and cooperation processes characterized by multiculturalism. Implications and Recommendations: The use of the heuristic algorithms can help to manage effectively the process of negotiations. Selection of principles and rules must be carried out by specialists of high qualifications and experience, consultants, negotiators in the fields concerned, in order to determine which option is the best, taking into account the specifics of each task, goals and conditions. Contribution and Value Added: perspective of using the developed model of international business negotiations: negotiation support tool, information tool for reducing uncertainty, autonomous engine of the negotiation process, management of large quantities of information.
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Peleckis, Kęstutis, Valentina Peleckienė, Kestutis Peleckis, and Edita Leonavičienė. "Negotiating strategy: importance of the market definition." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.079.

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Purpose – the purpose of the article is to examine how the extent of competition in the market affects the balance of bargaining powers of market participants. This often results in negative consequences for both buyers and suppliers. This study has important theoretical and practical implications. The authors made an analysis of existing theory and practice on negotiation strategies in a complex way, in accordance with levels of competition. Paper reveals the opportunities to develop and implement these strategies, taking into account market definition options. Research methodology – the paper examines the application of Nash equilibrium to the preparation of negotiation strategies, looking at the function for the best result. The study would help to prepare business strategies for different competition levels. Findings – the ways of preparation of negotiation strategies with different levels of competition, focusing on market definition opportunities. Research limitations – there are not enough measures in international business negotiation theory helping to develop negotiation strategies in the face of distorted market competition and difficulties to define the market. Practical implications – findings of the article will give opportunities for policymakers to develop and implement strategies for business negotiations. Originality – the article consists presentation of new tools for negotiators in preparing negotiating strategies.
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De Jonge, Dave. "An Analysis of the Linear Bilateral ANAC Domains Using the MiCRO Benchmark Strategy." In Thirty-First International Joint Conference on Artificial Intelligence {IJCAI-22}. California: International Joint Conferences on Artificial Intelligence Organization, 2022. http://dx.doi.org/10.24963/ijcai.2022/32.

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The Automated Negotiating Agents Competition (ANAC) is an annual competition that compares the state-of-the-art algorithms in the field of automated negotiation. Although in recent years ANAC has given more and more attention to more complex scenarios, the linear and bilateral negotiation domains that were used for its first few editions are still widely used as the default benchmark in automated negotiations research. In this paper, however, we argue that these domains should no longer be used, because they are too simplistic. We demonstrate this with an extremely simple new negotiation strategy called MiCRO, which does not employ any form of opponent modeling or machine learning, but nevertheless outperforms the strongest participants of ANAC 2012, 2013, 2018 and 2019. Furthermore, we provide a theoretical analysis which explains why MiCRO performs so well in the ANAC domains. This analysis may help researchers to design more challenging negotiation domains in the future.
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Bagga, Pallavi, Nicola Paoletti, Bedour Alrayes, and Kostas Stathis. "A Deep Reinforcement Learning Approach to Concurrent Bilateral Negotiation." In Twenty-Ninth International Joint Conference on Artificial Intelligence and Seventeenth Pacific Rim International Conference on Artificial Intelligence {IJCAI-PRICAI-20}. California: International Joint Conferences on Artificial Intelligence Organization, 2020. http://dx.doi.org/10.24963/ijcai.2020/42.

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We present a novel negotiation model that allows an agent to learn how to negotiate during concurrent bilateral negotiations in unknown and dynamic e-markets. The agent uses an actor-critic architecture with model-free reinforcement learning to learn a strategy expressed as a deep neural network. We pre-train the strategy by supervision from synthetic market data, thereby decreasing the exploration time required for learning during negotiation. As a result, we can build automated agents for concurrent negotiations that can adapt to different e-market settings without the need to be pre-programmed. Our experimental evaluation shows that our deep reinforcement learning based agents outperform two existing well-known negotiation strategies in one-to-many concurrent bilateral negotiations for a range of e-market settings.
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Mell, Johnathan. "Human-Like Agents for Repeated Negotiation." In Twenty-Sixth International Joint Conference on Artificial Intelligence. California: International Joint Conferences on Artificial Intelligence Organization, 2017. http://dx.doi.org/10.24963/ijcai.2017/754.

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Virtual agents have been used as tools in negotiation—from acting as mediators to manifesting as full-fledged conversational partners. Virtual agents are a powerful tool for teaching negotiation skills, but require an accurate model of human behavior to perform well both as partners and teachers. The work proposed here aims to expand the current horizon of virtual negotiating agents to utilize human-like strategies. Further agents developed using this framework should be cognizant of the social factors influencing negotiation, including reputation effects and the implications of long-term repeated relationships. A roadmap of current efforts to develop agent platforms and future expansions is discussed.
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Cao, Mu-Kun, Yu-Qiang Feng, Hong-Li Wang, and Chun-Yan Wang. "Modeling Negotiating Agent for Automated Negotiation." In 2007 International Conference on Machine Learning and Cybernetics. IEEE, 2007. http://dx.doi.org/10.1109/icmlc.2007.4370115.

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Yamauchi, Kazuaki, and Thomas Orr. "International Negotiation from Japanese Perspectives." In 2007 IEEE International Professional Communication Conference. IEEE, 2007. http://dx.doi.org/10.1109/ipcc.2007.4464042.

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Reports on the topic "International negotiation"

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Wheeler, Michael O. International Security Negotiations: Lessons Learned from Negotiating with the Russians on Nuclear Arms. Fort Belvoir, VA: Defense Technical Information Center, February 2006. http://dx.doi.org/10.21236/ada460350.

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Cabrera Medaglia, Jorge. The Political Economy of the International ABS Regime Negotiations. Geneva, Switzerland: International Centre for Trade and Sustainable Development, 2010. http://dx.doi.org/10.7215/nr_ip_20100708b.

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Lindo-Ocampo, Gloria Inés, and Hilda Clarena Buitrago-García. English for Business Course. Thematic Unit: Business Events. Ediciones Universidad Cooperativa de Colombia, September 2022. http://dx.doi.org/10.16925/gcnc.24.

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This didactic unit is aimed at the fifth semester students of the Business Administration, Marketing and International Business program, who have already completed the four basic levels of the Open Lingua program. This proposal seeks to develop skills and competencies that allow them to perform in different fields related to private, public and solidarity economy companies, and in various mediation and negotiation processes at national and international levels. The instructional design of this unit contains real-life situations, focused on the world of business, that allow students to interact in various types of business events. The grammatical and lexical concepts, necessary to interact successfully in these types of communicative situations, are introduced and applied. The educational activities are designed to offer opportunities to interact in business conferences, international exhibitions, and seminars, among others. The contents are framed in natural and meaningful contexts. This leads to a greater understanding of the type of language used in business and the way it is used to communicate. The contents are structured in three lessons in which the level of complexity of the topics, tasks, texts and transitions (4Ts) have been considered. Also, various types of activities that activate and reinforce previous knowledge and that, subsequently, evaluate the progress of the students, are included.
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Rosenthal, M. D., L. Saum-Manning, F. Houck, and G. Anzelon. REVIEW OF THE NEGOTIATION OF THE MODEL PROTOCOL ADDITIONAL TO THE AGREEMENT(S) BETWEEN STATE(S) AND THE INTERNATIONAL ATOMIC ENERGY AGENCY FOR THE APPLICATION OF SAFEGUARDS,INFCIRC/540 (Corrected) VOLUME I/III SETTING THE STAGE: 1991-1996. Office of Scientific and Technical Information (OSTI), January 2010. http://dx.doi.org/10.2172/1001737.

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Einhorn, Robert, Dina Esfandiary, Anton Khlopkov, Grégoire Mallard, and Andreas Persbo. From the Iran nuclear deal to a Middle East Zone? Lessons from the JCPOA for the ME WMDFZ. Edited by Chen Zak and Farzan Sabet. The United Nations Institute for Disarmament Research, May 2021. http://dx.doi.org/10.37559/wmdfz/2021/jcpoa1.

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The Joint Comprehensive Plan of Action (JCPOA) explicitly states that it “should not be considered as setting precedents for any other state or for fundamental principles of international law.” However, its unique negotiations process, provisions, and implementation created an important set of tools that could provide valuable insights and lessons for a Middle East Weapons of mass Destruction Free Zone (ME WMDFZ). Understanding these tools in a regional context based on the JCPOA experience could provide ME WMDFZ negotiators and researchers important additional tools, ideas, and lessons learned on the road toward negotiating a Zone treaty. This series explores lessons from the JCPOA for the ME WMDFZ through essays focusing on five key themes, including the Iran nuclear deal’s negotiating process, structure and format; nuclear fuel cycle activities and research; safeguards and verification; nuclear cooperation; and compliance and enforcement.
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North, Amy. Negotiating gender, schooling and global obligation in international organisations. Institute of Education, University of London, 2016. http://dx.doi.org/10.35648/20.500.12413/11781/ii063.

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Lange, Andreas, Andreas Löschel, Carsten Vogt, and Andreas Ziegler. On the Self-interested Use of Equity in International Climate Negotiations. Cambridge, MA: National Bureau of Economic Research, April 2009. http://dx.doi.org/10.3386/w14930.

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Rosenthal, M. D., L. Saum-Manning, and F. Houck. REVIEW OF THE NEGOTIATION OF THE MODEL PROTOCOL ADDITIONAL TO THE AGREEMENT(S) BETWEEN STATE(S) AND THE INTERNATIONAL ATOMIC ENERGY AGENCY FOR THE APPLICATION OF SAFEGUARDS, INFCIRC/540 (Corrected) VOLUME II/III IAEA COMMITTEE 24, Major Issues Underlying the Model Additional Protocol (1996-1997). Office of Scientific and Technical Information (OSTI), January 2010. http://dx.doi.org/10.2172/1001738.

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Rosenthal, M. D., and F. Houck. REVIEW OF THE NEGOTIATION OF THE MODEL PROTOCOL ADDITIONAL TO THE AGREEMENT(S) BETWEEN STATE(S) AND THE INTERNATIONAL ATOMIC ENERGY AGENCY FOR THE APPLICATION OF SAFEGUARDS, INFCIRC/540 (Corrected) VOLUME III/III, IAEA COMMITTEE 24, DEVELOPMENT OF INFCIRC/540, ARTICLE-BY-ARTICLE REVIEW (1996-1997). Office of Scientific and Technical Information (OSTI), January 2010. http://dx.doi.org/10.2172/1001739.

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Hanbali, Layth, Elliot Hannon, Susanna Lehtimaki, Christine McNab, and Nina Schwalbe. Independent Monitoring Mechanism for the Pandemic Accord: Accountability for a safer world. United Nations University International Institute of Global Health, November 2022. http://dx.doi.org/10.37941/rr/2022/1.

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To address the challenges in pandemic preparedness and response (PPR), the World Health Assembly (WHA), at a special session in November 2021, established an Intergovernmental Negotiating Body (the INB) and tasked it with drafting a new legal instrument for PPR. During its second meeting in July 2022, the INB decided to develop the accord under Article 19 of the WHO Constitution, which grants the WHO the authority to negotiate a legally-binding Convention or Agreement and requires ratification by countries according to their local laws to enter into force. The aim is to complete negotiations and adopt a new pandemic instrument at the WHA in May 2024. The new legally binding agreement aims to address many of the failures exposed by the COVID-19 pandemic. However, the adoption of such an agreement is not the end of the process but the beginning. The negotiations on the instrument must establish a mechanism to monitor countries' compliance with the accord, particularly on the legally-binding elements. In this paper, we recommend creating such a mechanism as part of the accord: an independent committee of experts that monitors state parties' compliance with the pandemic accord and the timeliness, completeness, and robustness of states’ reports on their obligations. Its primary purpose would be to verify state self-reports by triangulating them with a range of publicly available information, making direct inquiries, and accepting confidential submissions. It would report its findings to a body consisting of or that is directly accountable to heads of state, with a particular focus on elevating instances of non-compliance or inadequate reporting. Its reports would also be available to the public. The proposed design builds on the analysis of strengths and weaknesses of existing monitoring approaches to 11 international treaties and mechanisms within and outside of health, a review of the literature, and interviews and input from more than 40 experts from around the world.
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