Paper Titles in Periodical
International Letters of Social and Humanistic Sciences
Volume 65


Subscribe to our Newsletter and get informed about new publication regulary and special discounts for subscribers!

ILSHS > Volume 65 > Assessment of Bargaining Power in Preparation of...
< Back to Volume

Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade

Full Text PDF


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.


International Letters of Social and Humanistic Sciences (Volume 65)
K. Peleckis "Assessment of Bargaining Power in Preparation of International Business Negotiations Strategies: Case of Wholesale Trade", International Letters of Social and Humanistic Sciences, Vol. 65, pp. 1-15, 2015
Online since:
Dec 2015

[1] Apynis, A. 2007. Lošimų teorija, Vilnius: Vilniaus universiteto leidykla, ISBN 978-9986-19-980-9, 2007, 107 p.

[2] Azar, O. H. 2014. The default heuristic in strategic decision making: When is it optimal to choose the default without investing in information search?, Journal of Business Research, Volume 67, Issue 8, August 2014, Pages 1744-1748, ISSN 0148-2963, http: /dx. doi. org/10. 1016/j. jbusres. 2014. 02. 021.

DOI: 10.1016/j.jbusres.2014.02.021

[3] Bivainis, J. 2011. Vadyba studentams: mokomoji knyga. Vilniaus Gedimino technikos universitetas. Vilnius : Technika, 2011. ISBN: 9789955289333.

[4] Cevikel, A. C.; Ahlatçıoğlu, M. 2010. Solutions for fuzzy matrix games, Computers & Mathematics with Applications, Volume 60, Issue 3, August 2010, Pages 399-410, ISSN 0898-1221, http: /dx. doi. org/10. 1016/j. camwa. 2010. 04. 020.

DOI: 10.1016/j.camwa.2010.04.020

[5] Chang, Y. H.; Wu, T. T. 2011. Dynamic multi-criteria evaluation of co-evolution strategies for solving stock trading problems, Applied Mathematics and Computation, Volume 218, Issue 8, 15 December 2011, Pages 4075-4089, ISSN 0096-3003, http: /dx. doi. org/10. 1016/j. amc. 2011. 09. 032. 4.

DOI: 10.1016/j.amc.2011.09.032

[6] Ehtamo, H.; Kettunen, E.; Hämäläinen, R. P. 2001. Searching for joint gains in multi-party negotiations, European Journal of Operational Research, Volume 130, Issue 1, 1 April 2001, Pages 54-69, ISSN 0377-2217, http: /dx. doi. org/10. 1016/S0377-22170000019-9.

DOI: 10.1016/s0377-2217(00)00019-9

[7] Eurostat, 2015. Nacionalinės sąskaitos ir BVP. [žiūrėta: 2015 m. rugpjūtis 12 d., ] Interaktyvi nuoroda: http: /ec. europa. eu/eurostat/statistics-explained/index. php?title=National_accounts_and_GDP/lt&oldid=146923.

[8] Ginevičius, R. 2008. Normalization of quantities of various dimensions, Journal of Business Economics and Management, 9: 1, 79-86.

[9] Ginevičius, R.; Podvezko, V. 2008a. Daugiakriterinio vertinimo būdų suderinamumas. Verslas: Teorija ir praktika 9 (1). 73-80 psl.

DOI: 10.3846/1648-0627.2008.9.73-80

[10] Ginevičius, R.; Podvezko, V. 2008b. Daugiakriterinio vertinimo taikymo galimybės kiekybiniam socialinių reiškinių vertinimui. Verslas: Teorija ir praktika 9 (2). 81-87 psl.

DOI: 10.3846/1648-0627.2008.9.81-87

[11] Ginevičius, R.; Podvezko, V.; Raslanas, S. 2008. Evaluating the alternative solutions of wall insulation by multicriteria methods, Journal of Civil Engineering and Management, 14: 4, 217-226.

DOI: 10.3846/1392-3730.2008.14.20

[12] Ginevičius, R.; Suhajda, K.; Petraškevičius, V.; Šimkūnaitė, J. 2014. Lithuanian Experience of Quantitative Evaluation of Socioeconomic Systems Position by Multicriteria Methods, Procedia - Social and Behavioral Sciences, Volume 110, 24 January 2014, Pages 952-960, ISSN 1877-0428, http: /dx. doi. org/10. 1016/j. sbspro. 2013. 12. 941.

DOI: 10.1016/j.sbspro.2013.12.941

[13] Keršulienė, V. 2008. Užsakovo ir rangovo racionalaus ginčų sprendimo būdo nustatymas lošimų teorijos metodais. Daktaro disertacija. Technologijos mokslai, statybos inžinerija 02T. 128 psl. ISBN 978-9955-28-277-8.

[14] Lietuvos bankas, 2015. Lietuvos ekonomikos raida ir perspektyvos.

[15] Lietuvos Respublikos ūkio ministerija, 2015. Lietuvos ekonomikos apžvalga.

[16] Lietuvos statistikos departamentas, 2014. Informacinės technologijos Lietuvoje. Vilnius. 98 psl. ISSN 2029-3615.

[17] Lourenzutti, R.; Krohling, R. A. 2014. The Hellinger distance in Multicriteria Decision Making: An illustration to the TOPSIS and TODIM methods, Expert Systems with Applications, Volume 41, Issue 9, July 2014, Pages 4414-4421, ISSN 0957-4174, http: /dx. doi. org/10. 1016/j. eswa. 2014. 01. 015.

DOI: 10.1016/j.eswa.2014.01.015

[18] Lova, A.; Maroto, C.; Tormos, P. 2000. A multicriteria heuristic method to improve resource allocation in multiproject scheduling, European Journal of Operational Research, Volume 127, Issue 2, 1 December 2000, Pages 408-424, ISSN 0377-2217, http: /dx. doi. org/10. 1016/S0377-22179900490-7.

DOI: 10.1016/s0377-2217(99)00490-7

[19] Mandow, L.; Pérez de la Cruz, J.L. 2003. Multicriteria heuristic search, European Journal of Operational Research, Volume 150, Issue 2, 16 October 2003, Pages 253-280, ISSN 0377-2217, http: /dx. doi. org/10. 1016/S0377-22170200517-9.

DOI: 10.1016/s0377-2217(02)00517-9

[20] Martín Ramos, J. M.; López García, D.; Gómez-Bravo, F.; Blanco Morón, A. 2010. Application of multicriteria decision-making techniques to manoeuvre planning in nonholonomic robots, Expert Systems with Applications, Volume 37, Issue 5, May 2010, Pages 3962-3976, ISSN 0957-4174, http: /dx. doi. org/10. 1016/j. eswa. 2009. 11. 019.

DOI: 10.1016/j.eswa.2009.11.019

[21] Panda, A.; Das, C. B. 2014. Multi-choice linear programming for matrix game, Applied Mathematics and Computation, Volume 237, 15 June 2014, Pages 411-418, ISSN 0096-3003, http: /dx. doi. org/10. 1016/j. amc. 2014. 03. 017.

DOI: 10.1016/j.amc.2014.03.017

[22] Peña, J.; Lehmann, L.; Nöldeke, G. 2014. Gains from switching and evolutionary stability in multi-player matrix games, Journal of Theoretical Biology, Volume 346, 7 April 2014, Pages 23-33, ISSN 0022-5193, http: /dx. doi. org/10. 1016/j. jtbi. 2013. 12. 016.

DOI: 10.1016/j.jtbi.2013.12.016

[23] Stewart, T. J.; French, S.; Rios, J. 2013. Integrating multicriteria decision analysis and scenario planning—Review and extension, Omega, Volume 41, Issue 4, August 2013, Pages 679-688, ISSN 0305-0483 http: /dx. doi. org/10. 1016/j. omega. 2012. 09. 003.

DOI: 10.1016/

[24] Tamošiūnas, L. 2011. Euristinių paieškos algoritmų tyrimas ir taikymas atviro kodo geografinėse informacinėse sistemose. Magistro darbas. Kauno technologijos universitetas. 41 psl.

[25] Wibowo, S.; Deng, H. 2013. Consensus-based decision support for multicriteria group decision making, Computers & Industrial Engineering, Volume 66, Issue 4, December 2013, Pages 625-633, ISSN 0360-8352, http: /dx. doi. org/10. 1016/j. cie. 2013. 09. 015.

DOI: 10.1016/j.cie.2013.09.015

[26] Xu, Y.; Liu, J.; Zhong, X.; Chen, S. 2012. Lattice-valued matrix game with mixed strategies for intelligent decision support, Knowledge-Based Systems, Volume 32, August 2012, Pages 56-64, ISSN 0950-7051, http: /dx. doi. org/10. 1016/j. knosys. 2011. 08. 019.

DOI: 10.1016/j.knosys.2011.08.019

[27] Zavadskas, E. K.; Peldschus F., Ustinovičius, L., Turskis, Z. 2004. Lošimų teorija statybos technologijoje ir vadyboje. Monografija. Vilnius: Technika, 2004. 196 p.

[28] Žilinskas, K. 2007. Matematinis programavimas I dalis. Tiesinis programavimas. Šiaulių universitetas. 304 psl. ISBN 978-9986-38-838-8.

Show More Hide