INTERNATIONAL BUSINESS NEGOTIATIONS: INNOVATION, NEGOTIATION TEAM, PREPARATION
Journal Title: VADYBA - Year 2013, Vol 23, Issue 2
Abstract
Negotiations communication has created new challenges, as business becomes global, and the distance between the two parties do not allow negotiate full-scale - to use all negotiating powers remotely. The Innovation use can be beneficial not only to support negotiations process, but also to pre-negotiation phase. In order properly to prepare for negotiations ir is required establish an effective negotiating team whose analytical work and skills could help to achieve the highest results of the negotiations. This it is particularly important during the preparation and bargaining in intercultural negotiations, which require an understanding of other cultures, other languages, knowledge of the law, negotiations context awareness and others. In preparation for the negotiation phase is necessary to know better the other side of negotiations. Knowing the other parties in the negotiation technical communication capabilities, it is possible to prepare effective negotiations support tools. Negotiations success often depends on the effectiveness of the preparation - the better it will be known other side and bargaining context, the better results will be achieved. This article carried out the global scientific literature in international business negotiations innovation analysis. It is also investigated preparation for business negotiations and negotiations team building process. In the conclusions the author provides suggestions for further negotiations research.
Authors and Affiliations
Kęstutis PELECKIS, Valentina PELECKIENĖ
Keywords
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