1. Preparation of international business negotiation strategies : competitive assessment aspects in the market power systemKęstutis Peleckis, Valentina Peleckiene, Kestutis K. Peleckis, Giedre Lapinskiene, Zlatko Nedelko, 2019, objavljeni znanstveni prispevek na konferenci Opis: The existence of exclusive rights to produce or supply services means a monopoly. Often it is called a natural monopoly. Exclusive rights are granted for a long period of time, which should encourage major investments in infrastructure, the development of which is unlikely to occur without a guaranteed market. But sometimes exclusive rights are used in situations where there is no natural monopoly. Exclusive rights are, in many respects, one of the main routes to market. Exclusive rights may allow monopoly pricing and other market power tools. Regulatory measures used by competition authorities alone do not make it possible to avoid such a situation, as they often show a very low success rate in preventing market power from being used to protect consumers. The purpose of this article is to analyze the theory and practice of preparing negotiating strategies in a complex way, to reveal opportunities to develop and implement these negotiating strategies, taking into account competition policy actions. The subject of the study is the preparation of negotiation strategies taking into account competition policy actions in the market. The research problem of the article there is not enough tools in the negotiation theory to help develop negotiation strategies in line with competition policy actions.
Ključne besede: business, management, negotiation strategies, globalisation
Objavljeno v DKUM: 03.02.2025; Ogledov: 0; Prenosov: 5
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2. Communicating sentiment and outlook reverses inaction against collective risksZhen Wang, Marko Jusup, Hao Guo, Lei Shi, Sunčana Geček, Madhur Anand, Matjaž Perc, Chris T. Bauch, Jürgen Kurths, Stefano Boccaletti, Hans-Joachim Schellnhuber, 2020, izvirni znanstveni članek Opis: Collective risks permeate society, triggering social dilemmas in which working toward a common goal is impeded by selfish interests. One such dilemma is mitigating runaway climate change. To study the social aspects of climate-change mitigation, we organized an experimental game and asked volunteer groups of three different sizes to invest toward a common mitigation goal. If investments reached a preset target, volunteers would avoid all consequences and convert their remaining capital into monetary payouts. In the opposite case, however, volunteers would lose all their capital with 50% probability. The dilemma was, therefore, whether to invest one's own capital or wait for others to step in. We find that communicating sentiment and outlook helps to resolve the dilemma by a fundamental shift in investment patterns. Groups in which communication is allowed invest persistently and hardly ever give up, even when their current investment deficits are substantial. The improved investment patterns are robust to group size, although larger groups are harder to coordinate, as evidenced by their overall lower success frequencies. A clustering algorithm reveals three behavioral types and shows that communication reduces the abundance of the free-riding type. Climate-change mitigation, however, is achieved mainly by cooperator and altruist types stepping up and increasing contributions as the failure looms. Meanwhile, contributions from free riders remain flat throughout the game. This reveals that the mechanisms behind avoiding collective risks depend on an interaction between behavioral type, communication, and timing.
Ključne besede: social dilemma, free riding, climate change, negotiation, group size, COVID-19
Objavljeno v DKUM: 07.01.2025; Ogledov: 0; Prenosov: 4
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3. The influence of negotiation approaches on supplier relationship management in Zimbabwe's fast-food industryPaul Mukucha, Felix Chari, Divaries Cosmas Jaravaza, Victor Shumba, 2024, izvirni znanstveni članek Opis: Supplier Relationship Management (SRM) has become a cornerstone of business success since the transformation of the procurement function to supply chain management. Extant literature has documented various predictors of vibrant supplier relationships. However, missing in the extant literature is the potential of negotiation approaches to cultivation of healthy supplier relationships. This study therefore sought to determine the influence of negotiation approaches on SRM. A sample of 150 dyadic transactions in the fast-food restaurant industry was surveyed. The broad dichotomous categorisation of negotiation methods into distributive and integrative approaches was used. SRM was operationalised using dimensions such as commitment, trust, communication, adaptation, and satisfaction. After conducting a Multivariate Analysis of Variance (MANOVA) the results revealed that the distributive strategy was weakly linked to supplier relationship, while a strong supplier relationship was observed in the use of integrative negotiation strategy. It was therefore recommended that procurement practitioners must employ integrative negotiation strategies and tactics in order to create sustainable supplier relationship management.
Ključne besede: distributive negotiation, integrative negotiation, supplier relationship management, fast-food industry
Objavljeno v DKUM: 17.12.2024; Ogledov: 0; Prenosov: 3
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4. INTERCULTURAL DIFFERENCES AND INTERNATIONAL BUSINESSNuša Basle, 2013, diplomsko delo Opis: In this diploma seminar I investigate world cultures and present their features, similarities and differences. Based thereon, I attempt to find out the possible ways to conduct business in different cultures. My aim was also to prove if all the literature information can be used in real life experience. I interviewed people who work in international firms that operate aboard, specifically in Austria, Brazil and Russia for my empirical part. On the basis of their information I could conclude that theory applies to practice and can serve as a useful guideline for international companies who want to conduct international business.
Ključne besede: Culture, cultural differences, international business, communication, negotiation, resolving conflicts.
Objavljeno v DKUM: 24.10.2013; Ogledov: 1935; Prenosov: 171
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5. Project management : a managerial approachJack R. Meredith, Samuel J. Mantel, učbenik za višje in visoke šole Ključne besede: projects, project management, management, manager, project organization, planning, project planning, conflicts, bargaining, negotiation, budgeting, costs, information systems, information resources, allocation, monitoring, control, auditing, statistics, probability, case study, textbooks
Objavljeno v DKUM: 01.06.2012; Ogledov: 2391; Prenosov: 115
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