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Business Management Research and Innovation Research Groups Modelling of Business Negotiations Strategies

Modelling of Business Negotiations Strategies

The aim of the research is to assess the negotiating power in international business negotiations, especially in view of the extremely urgent circumstances of multiculturalism, international business development, the opportunities to apply distant technologies and to carry out negotiations in electronic space.
Topicality and originality of the research:
In order to develop a reasonable negotiating strategy is necessary to rely on strategic management principles and techniques.
Business negotiations are a complex multi-dimensional and multi-faceted process, which combines different and conflicting interests of the negotiating parties. It means that negotiators have to know how to find a compromise, which meets their goals and interests best.   
 
This study will use such methods:
  1. A systematic, logical analysis of scientific sources;
  2. The method of comparison, generalization;
  3. Game theory methods and multi-criteria evaluation are used to conduct business entities negotiation power assessment in international business negotiations in order to select effective strategic decisions of international business negotiations. This is done using Math Lab software.                                               
     
  1. Having systemized concepts of business negotiations and their strategies and theoretical interpretations there have been formulated descriptions of concepts, characterizing business negotiations and their strategies.
  2. It was created of negotiations strategy model and on the basis hereof was developed algorithm of negotiations strategy based on the assessment of negotiation power.
Negotiations, Negotiations strategies, Bargaining, Communication, International Business Negotiations, Negotiation Power, Negotiation Strategy preparation.

MEMBERS

Supervisor:
Prof Dr Kęstutis Peleckis (CV and publications)
 
Researchers:
Assoc Prof Dr Valentina Peleckienė (CV and publications)
Dr Kęstutis Peleckis

MAIN MONOGRAPHS AND PUBLICATIONS

MONOGRAPHS
  1. Peleckis, Kęstutis. 2016. Business Negotiations: Communication in Bargaining Process. Monograph. Nort Charleston, USA: CreateSpace, 2016. 224 p.
Thomson Reuters Web of Science databases refereed publications
  1. Peleckis, Kęstutis. International business negotiation strategies based on bargaining power assessment: the case of attracting investments. Journal of business economics and management. Vilnius : Technika. ISSN 1611-1699. Vol. 17, iss. 6, 2016, p. 882-900.
  2. Peleckis, Kęstutis; Peleckienė, Valentina; Potocan Vojko; Nedelko Zlatko. Values, environmental concern and economic concern as predictors of enterprise environmental responsiveness. Journal of business economics and management. Vilnius : Technika. ISSN 1611-1699. Vol. 17, iss. 5, 2016, p. 685-700.
  3. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis; Polajeva Tatjana. Towards sustainable entrepreneurship: role of nonverbal communication in business negotiations. Entrepreneurship and sustainability issues. Vilnius : Entrepreneurship and Sustainability Center. ISSN 2345-0282. Vol. 4, iss. 2, 2016, p. 228-239.

International conference publications which are assessed by Thomson Reuters database Proceedings

  1. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Crop yield insurance – negotiating between government, farmers and insurance companies. Economic science for rural development. Jelgava : Latvia University of Agriculture. ISSN 1691-3078. 2015, no. 37, p. 15-25.
  2. Peleckis, Kęstutis. Review of international business negotiations research: current achievements and directions of further research. The 8th international scientific conference "Business and Management 2014". Vilnius : Technika, 2014. ISSN 2029-4441, p. 421-433.
  3. Peleckis, Kęstutis; Peleckienė Valentina; Peleckis, Kęstutis. Strategic orientations of negotiators rhetoric in business negotiations. The 8th international scientific conference "Business and Management 2014". Vilnius : Technika, 2014. ISSN 2029-4441, p. 129-136.
  4. Peleckis, Kęstutis; Peleckienė Valentina; Peleckis, Kęstutis. Rhetorical argumentation and persuasion in business negotiations. The 8th international scientific conference "Business and Management 2014". Vilnius : Technika, 2014. ISSN 2029-4441, p. 137-144.
  5. Peleckis Kęstutis; Peleckienė Valentina; Mažeikienė Aistė. Business negotiations and business meetings: communication in the bargaining process. The 7th international scientific conference "Business and Management 2012". Vilnius : Technika, 2012. ISSN 2029-4441, p. 683-692.
  6. Peleckis Kęstutis; Mažeikienė Aistė. Selection of self-presentation strategies in negotiations and business meetings: factors influencing the choice. The 6th International Scientific Conference Business and Management 2010: selected papers. May 13-14, 2010. Vol. 2. Vilnius : Technika. ISSN 2029-4441. 2010, p. 1041-1049.

Other international publications database

  1. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Trust building problems in business negotiations and business meetings: interference, stereotypes, trust substitutes. Journal of management policies and practices. Madison : American Research Institute for Policy Development (ARIPD). ISSN 2333-6048. Vol. 3, iss. 2 (2015), p. 51-59.
  2. Peleckis, Kęstutis. The use of game theory for making rational decisions in business negotiations: a conceptual model. Entrepreneurial business and economics review (EBER). Dilemmas of modern economy and business. Krakow : Cracow University of Economics. ISSN 2353-883X. Vol. 3, no. 4 (2015), p. 105-121.
  3. Peleckis, Kęstutis. Strategic management schools and business negotiation strategy of company operations. Ekonomia i zarządzanie. Kleosin-Białystok : Wydawnictwo Politechniki Białostockiej.. ISSN 2080-9646. Vol. 7, iss. 2 (2015), p. 26-34.
  4. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Persuasion in business negotiations: strategic orientations and rhetorical argumentation. Universal journal of management. Alhambra, USA : Horizon Research Publishing. ISSN 2331-950X. Vol. 3, no. 10 (2015), p. 413-422.
  5. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Nonverbal communication in business negotiations and business meetings. International letters of social and humanistic sciences. Bach, Switzerland : SciPress Ltd.. ISSN 2300-2697. Vol. 62 (2015), p. 62-72.
  6. Peleckis, Kęstutis. International business negotiations: innovation, negotiation team, preparation. Procedia - Social and Behavioral Sciences. The 2-nd international scientific conference „Contemporary Issues in Business, Management and Education 2013". Amsterdam : Elsevier Science Ltd. ISSN 1877-0428. 2014, Vol. 110, p. 64-73.
  7. Peleckis, Kęstutis. Conflicts and their prevention in intercultural communication of business negotiations: the exchange of information and management of expections. Ekonomia i zarządzanie. Białystok : Wydawnictwo Politechniki Białostockiej. ISSN 2080-9646. Vol. 6, iss. 2 (2014), p. 133-156.

Conference proceedings

  1. Peleckis, Kęstutis; Peleckienė, Valentina. The importance of preparation for international business negotiations. The Strategies of Modern Science Development. North Charleston, USA: CreateSpace, 2016. ISBN 9781540574633, p. 88-95.
  2. Peleckis, Kęstutis; Peleckienė, Valentina; Pipirienė, Vida; Švedienė, Laima. Assessment of negotiating power in preparation of international business negotiations strategies: the case of attracting investments. 16th International scientific conference "Globalization and its socio-economic consequences", 5th-6th October 2016, Rajecke Teplice, Slovak Republic. Zilina : University of Zilina, 2016. ISBN 9788081541919, p. 1657-1664.
  3. Peleckis, Kęstutis; Peleckienė, Valentina; Lapinskienė, Giedrė; Dudzevičiūtė, Gitana. Principles of effective communication and persuasion in business negotiations. The 9th International Scientific Conference “Business and Management 2016”, May 12–13, 2016, Vilnius, Lithuania. Vilnius : Technika, 2016. ISSN 2029-4441, p. 1-13.

SCIENTIFIC ARTICLES

  1. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Trust building problems in business negotiations and business meetings: interference, stereotypes, trust substitutes. Journal of management policies and practices. Madison : American Research Institute for Policy Development (ARIPD). ISSN 2333-6048. Vol. 3, iss. 2 (2015), p. 51-59.
  2. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Persuasion in business negotiations: strategic orientations and rhetorical argumentation. Universal journal of management. Alhambra, USA : Horizon Research Publishing. ISSN 2331-950X. Vol. 3, no. 10 (2015), p. 413-422.
  3. Peleckis, Kęstutis; Peleckienė, Valentina; Peleckis, Kęstutis. Derybininko kalbos strateginės orientacijos. Vadyba=Journal of management. Klaipėda : Klaipėdos universiteto leidykla. ISSN 1648-7974. Vol. 25, Nr. 2 (2014), p. 27-34.
  4. Peleckis, Kęstutis; Peleckienė, Valentina; Mažeikienė, Aistė. Self-presentation strategies in negotiations and business meetings. International Journal of Humanities and Social Science. New York : Center for Promoting Ideas (CPI). ISSN 2220-8488. Vol. 3, no.18 (2013), p. 137-152.
  5. Peleckis Kęstutis; Peleckienė Valentina; Peleckis, Kęstutis. Implementation of sustainability principle into negotiations: substantiation positions' of negotiator. Journal of security and sustainability issues. Vilnius : Generolo J.Žemaičio LKA. ISSN 2029-7017. Vol. 2, iss.2 (2012), p. 55-67.

SCIENTIFIC RESEARCH THEMES FOR STUDENTS

  1. For bachelors:
    • Links between the company's activities and business negotiations: vision, mission, values, objectives;
    • Business negotiation strategy and tactics of the company "X";
    • Preparation for business negotiations in company "X" (psychological, informational and organizational preparing);
    • Manipulation in business negotiations: identification and neutralization;
    • The possibility of exposure to the other side of negotiations in business negotiations;
    • Tactics and techniques of persuasion in business negotiations;
    • Group work organizing and communication in team of business negotiations.
  2. For masters:
    • Creation of business negotiation strategy for company "X";
    • Problems of persuasion system development and implementation in business negotiation strategy (an example of company "X");
    • Identification and use of bargaining power for “X” company;
    • Relationship between argumentation, proof and persuasion in business negotiations;
    • Application of emotional impact measures in business negotiations.
  3. For doctoral students:
    • Modeling of business negotiations strategy;
    • Creation and implementation negotiating power system for business company.
       
    • Page administrators:
    • Indrė Slavinskienė
    • Indrė Radvilaitė
    • Renata Činčikaitė
    • Agnė Vaiciukevičiūtė
    • Akvilė Tuzikaitė
    • Živilė Sadauskaitė
    • Indrė Mitrulevičiūtė