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.
In order to manage effectively the process of formulation negotiation strategy and its implementation it is necessary to know, understand and reveal the powers of negotiating parties. Scientific analysis of literature sources enabled to present the concept of bargaining power, to describe the basic elements and principlesof bargaining power. The analysis demonstrated that scientific literature contains a number of researches devoted for investigations of power in negotiations, internal relations of organisations, human social relations. This article presents the definition of negotiation power, analyses the nature of negotiation power, its resources, elements and their relationships. Negotiating power is essential in shaping the negotiating strategy. Analysis of bargaining power definitions in the scientific literature suggests that the content of powers definition varies in dependance on its application context. In order to reach better cognition of the bargaining power, a comprehensive overview of the researches of the bargaining powers in recent decades is necessary. The article also provides recommendations for further research. Santrauka Siekiant efektyviai valdyti derybų strategijos formavimo ir įgyvendinimo procesą būtina įvertinti, suprasti ir atskleistibesiderančių pusių derybines galias. Remiantis mokslinės literatūros šaltinių analize pateikiama derybinių galių koncepcija,apibūdinami pagrindiniai derybinių galių elementai ir jų taikymo principai. Mokslinėje literatūroje aprašyta nemažaityrimų, skirtų galioms derybose, organizacijų vidaus santykiuose, žmonių socialiniuose santykiuose nagrinėti. Straipsnyje pateikiamasderybų galios apibrėžimas, nagrinėjama derybų galios kilmė, jos šaltiniai, elementai ir jų tarpusavio sąsajos. Derybųgalia esminė formuojant derybų strategiją. Nustatyta, kad derybų strategijos formavimo išeities taškas yra derybinių galių identifikavimasir priemonių, leidžiančių tas galias panaudoti, numatymas. Išanalizavus derybinių galių apibrėžimus mokslinėjeliteratūroje galima teigti, kad galių apibrėžimo turinys priklauso nuo jų taikymo konteksto. Siekiant geriau pažinti derybinesgalias, apžvelgti̇̀ pastarųjų dešimtmečių derybinių galių moksliniai tyrimai. Straipsnyje išsamiau analizuojami šie klausimai:derybinių galių apibrėžimas, jų tipologija, galių esmė ir prigimtis, galių ir derybų rezultatyvumo tarpusavio sąsaja. Pateikiamatolesnių mokslinių tyrimų rekomendacijų. Reikšminiai žodžiai:galia, galios koncepcija, galios prigimtis, derybinės galios, derybinių galių elementai.
The modern business is developing in the context of rapid social and political changes, which contributes to the changes in economic and cultural priorities as well as mindset and behaviour of people. This puts new requirements on development and implementation of business negotiation strategies, aiming to ensure that during bargaining, everything is done to understand the other party and related contexts, to achieve mutual understanding, to reach common agreement and eventually find the optimal negotiating decision. The author of this article researched and analysed negotiation process concepts in the global scientific literature and practice. The article examines negotiation and bargaining concepts. Also, the global analysis of the scientific literature revealed that there is no single negotiation planning concept. The author defines the basic conceptual negotiation planning concepts. The paper deals with negotiation strategy conceptions used by scientists around the world. Conclusions present the proposals for further business negotiation research. Article in Lithuanian. Verslo derybų strategijos: samprata, sąvokos, procesas Santrauka.Šiuolaikinis verslas vystosi sparčių socialinių politinių ir technologinių pokyčių kontekste, darančiame įtaką ekonomikos ir kultūros prioritetų kaitai, mąstymo ir elgesio pokyčiams. Tai kelia naujus reikalavimus verslo derybų strategijų parengimui ir įgyvendinimui užtikrinti, kad būtų suplanuota ir realizuota derybinių veiksmų visuma, leidžianti suprasti kitą derybų pusę įvairiose situacijose, pasiekti tarpusavio supratimą, pasiekti bendrą susitarimą ir galiausiai rasti optimalų derybinį sprendimą. Autorius šiame straipsnyje pateikia derybų ciklo ir derybų procesų pasaulinės mokslinės literatūros bei praktikos analizę. Straipsnyje yra analizuojamos derybų ir derėjimosi sąvokos. Taip pat iš pasaulinės mokslinės literatūros analizės yra daroma išvada, jog nėra vieno bendro derybų sąvokų traktavimo. Autorius apibrėžia pagrindines koncepcines derybų sąvokas. Darbe yra nagrinėjami įvairių pasaulio mokslininkų požiūriai apie derybų strategijos sampratą. Darbo išvadose yra pateikiamos tolesnių verslo derybų tyrimų kryptys. Reikšminiai žodžiai: derybos, derybų strategija, derėjimasis, derybų ciklas, derybų strateginiai sprendimai.
The modern business is developing in the context of rapid social and political changes, which contributes to the changes in economic and cultural priorities as well as mindset and behaviour of people. This puts new requirements on development and implementation of business negotiation strategies, aiming to ensure that during bargaining, everything is done to understand the other party and related contexts, to achieve mutual understanding, to reach common agreement and eventually find the optimal negotiating decision. The author of this article researched and analysed negotiation process concepts in the global scientific literature and practice. The article examines negotiation and bargaining concepts. Also, the global analysis of the scientific literature revealed that there is no single negotiation planning concept. The author defines the basic conceptual negotiation planning concepts. The paper deals with negotiation strategy conceptions used by scientists around the world. Conclusions present the proposals for further business negotiation research. Santrauka Šiuolaikinis verslas vystosi sparčių socialinių politinių ir technologinių pokyčių kontekste, darančiame įtaką ekonomikos ir kultūros prioritetų kaitai, mąstymo ir elgesio pokyčiams. Tai kelia naujus reikalavimus verslo derybų strategijų parengimui ir įgyvendinimui užtikrinti, kad būtų suplanuota ir realizuota derybinių veiksmų visuma, leidžianti suprasti kitą derybų pusę įvairiose situacijose, pasiekti tarpusavio supratimą, pasiekti bendrą susitarimą ir galiausiai rasti optimalų derybinį sprendimą. Autorius šiame straipsnyje pateikia derybų ciklo ir derybų procesų pasaulinės mokslinės literatūros bei praktikos analizę. Straipsnyje yra analizuojamos derybų ir derėjimosi sąvokos. Taip pat iš pasaulinės mokslinės literatūros analizės yra daroma išvada, jog nėra vieno bendro derybų sąvokų traktavimo. Autorius apibrėžia pagrindines koncepcines derybų sąvokas. Darbe yra nagrinėjami įvairių pasaulio mokslininkų požiūriai apie derybų strategijos sampratą. Darbo išvadose yra pateikiamos tolesnių verslo derybų tyrimų kryptys. Reikšminiai žodžiai: derybos, derybų strategija, derėjimasis, derybų ciklas, derybų strateginiai sprendimai.
This paper has examined the relationships between insurance and economic growth across the European Union countries which belong to the European Insurance Federation. Using annual data over the period of 2004–2015, the authors have done this by applying descriptive statistics analysis and econometric methods as well. This research has contributed to understanding the importance of the insurance–growth nexus and combined different approaches prevailing in the recent scientific literature. The research has led to the following broad conclusions: (1) descriptive statistics analysis has shown that the insurance sector development is higher in economically rich countries, such as the UK, Denmark, Finland, Ireland, France and The Netherlands; (2) a positive statistically significant relationship between insurance penetration and economic growth has been detected in Luxembourg, Denmark, The Netherlands and Finland. Besides, a negative statistically significant relationship has been identified in Austria, Belgium, Malta, Estonia and Slovakia; (3) Granger test has shown unidirectional causality running from GDP to insurance in Luxembourg and Finland; and unidirectional causality from insurance to GDP in The Netherlands, Malta and Estonia. The case of Austria has shown bidirectional causality between the variables. The analysis has presented the absence of causality between insurance and economic growth in Slovakia
On 1st January 2016, after a long period of political and technical negotiations the Directive 2009/138/EC of the European Parliament and of the Council on the taking-up and pursuit of the business of Insurance and Reinsurance (Solvency II) was implemented and insurance companies of EU countries began to work under new conditions. The persistent low yield environment is heavily affecting the EU financial services industry and it is becoming a severe threat for the life insurers in terms of solvency and sustainability of their business models. The current low interest rate environment poses two types of risk for insurance companies (EIOPA Financial Stability Report, 2013). First risk consists that cash flow risks arise from a narrowing yield spread, as new premiums and returns on maturing investment are reinvested at lower yields relative to the yields that insurers have committed to pay. The available margin on this business is thus gradually eroded by a low yield environment if no action is taken to alter the underlying position. Second risk - valuation risks are linked to the calculation of present values of assets and liabilities of insurance companies, which means that under low interest rates, a decline in benchmark interest rates will be also reflected in the discount rate applied to liabilities. The main purpose of this paper is to present the key drivers of of Solvency II stress test.
Conflict analysis and their management showed that during the past decades its scientific understanding changed from the social sciences to interdisciplinary management fields. Conflicts are examined and defined in their own way by management, psychology, politics, law, economics and other sciences. Solutions of conflicts are an integral part of business negotiations – in negotiations are solved various inconsistencies, conflicts of both negotiating parties. Conflict resolution techniques can change in dependence on the culture of the country. In negotiations with the representatives of other countries is necessary to know the dominating conflict management styles in the relevant country and how it is possible to adjust own behavior. A significant number of modern business negotiations are international, so it is proposal to use mediator in negotiations of another culture who is an individual having the same cultural experience as business partners. In process of preparation for negotiations with other country is necessary to take into account the characteristics of relationships prevailing in that country. This paper reviews the process of conflicts in negotiations and their prevention in the interaction of different cultures. Also this paper analyzes the impact of exchange of information and management of expectations for the prevention of conflicts in the negotiations. In order to manage the expectations of the other side of the negotiations is necessary to find out in the preparation phase the values of partner, and try to manage information in negotiations, understanding the values and the context of the other side of negotiations, in order to form useful for us expectations from the other side, which would help to avoid further conflicts in the negotiating process.
On 1st January 2016, after a long period of political and technical negotiations the Directive 2009/138/EC of the European Parliament and of the Council on the taking-up and pursuit of the business of Insurance and Reinsurance (Solvency II) was implemented and insurance companies of EU countries began to work under new conditions. The persistent low yield environment is heavily affecting the EU financial services industry and it is becoming a severe threat for the life insurers in terms of solvency and sustainability of their business models. The current low interest rate environment poses two types of risk for insurance companies (EIOPA Financial Stability Report, 2013). First risk consists that cash flow risks arise from a narrowing yield spread, as new premiums and returns on maturing investment are reinvested at lower yields relative to the yields that insurers have committed to pay. The available margin on this business is thus gradually eroded by a low yield environment if no action is taken to alter the underlying position. Second risk - valuation risks are linked to the calculation of present values of assets and liabilities of insurance companies, which means that under low interest rates, a decline in benchmark interest rates will be also reflected in the discount rate applied to liabilities. The main purpose of this paper is to present the key drivers of of Solvency II stress test.
Conflict analysis and their management showed that during the past decades its scientific understanding changed from the social sciences to interdisciplinary management fields. Conflicts are examined and defined in their own way by management, psychology, politics, law, economics and other sciences. Solutions of conflicts are an integral part of business negotiations – in negotiations are solved various inconsistencies, conflicts of both negotiating parties. Conflict resolution techniques can change in dependence on the culture of the country. In negotiations with the representatives of other countries is necessary to know the dominating conflict management styles in the relevant country and how it is possible to adjust own behavior. A significant number of modern business negotiations are international, so it is proposal to use mediator in negotiations of another culture who is an individual having the same cultural experience as business partners. In process of preparation for negotiations with other country is necessary to take into account the characteristics of relationships prevailing in that country. This paper reviews the process of conflicts in negotiations and their prevention in the interaction of different cultures. Also this paper analyzes the impact of exchange of information and management of expectations for the prevention of conflicts in the negotiations. In order to manage the expectations of the other side of the negotiations is necessary to find out in the preparation phase the values of partner, and try to manage information in negotiations, understanding the values and the context of the other side of negotiations, in order to form useful for us expectations from the other side, which would help to avoid further conflicts in the negotiating process.
This paper examines the importance of reading the body language signals in business negotiations and business meetings. By observing the physical changes of the human body, gestures, can lead to a more or less realistic impression about opponent, feelings of the other person, his mood, thoughts, expectations, intentions, and their changes. In non-verbal body language are very much important things : human posture, dress, accessories, gestures, eye contact, facial expressions, smile, voice intonation, laughter, eye contact, eye signs, the distance between the communicators, touch, clap, dance, and physiological responses - sweating palms, forehead, paleness, resulting in acute facial, neck redness and others. Part of nonverbal communication signs, or in other words the body language signals are sent consciously (natural or play signs, signals), and the other part of the body signals is emitted into the environment unintentionally, when to the information received response is made immediately, instantly, instinctively and without thinking. Body language signals in business negotiations or business meetings are important in several aspects: reveal the other person's, the opponent's physical and emotional state as well as its evolution; complement, reinforce or weaken the spoken language; allows those who are able to read nonverbal communication signs, to determine more or less accurately whether oral language is true.
Competitiveness race in the global economy, on the one side, and the acknowledgement of the sustainable development dimension, on the other side, brings Europe against extraordinary challenges but also to great opportunities. Mapping the future sustainable competitiveness creates a need for research initiatives to develop the new concept of competitiveness, with much of the research focusing on how sustainable development and competitiveness interact. The changing policy context, growing role of sustainable development, the transition to a green economy and the new European Union strategy Europe 2020 (2010) for smart, sustainable and inclusive growth leads to the "rethinking" of the main drivers of the sustainable competitiveness in the long prosperity and the future competitiveness leadership. The approach to natural resources, especially forests, as to the one of the future sustainable competitiveness resources, with the specific focus on its ownership is addressed in this article. Santrauka Lenktyniavimas del konkurencingumo pozicijos globalioje ekonomikoje ir vis didejantis darnaus vystymosi svarbos pripažinimas kelia Europai dideliu iššūkiu, o kartu atveria nauju galimybiu. Darnaus ateities konkurencingumo šaltiniu paieškos lemia naujas moksliniu tyrimu iniciatyvas, kuriomis būtu pletojama darnaus konkurencingumo koncepcija, apimanti darnaus vystymosi ir konkurencingumo saryši. Kintanti politine aplinka, didejanti darnaus vystymosi svarba, perejimas prie "žalios" ekonomikos ir nauja Europos Sajungos pažangaus, darnaus ir integracinio augimo strategija "Europa 2020" skatina iš naujo ivertinti pagrindinius ilgalaikio darnaus konkurencingumo šaltinius. Straipsnyje pletojamas požiūris i gamtos išteklius, ypač miškus, kaip i viena iš ateities darnaus konkurencingumo šaltiniu, kartu detalizuojant kai kuriuos mišku nuosavybes aspektus. First Published Online: 10 Feb 2011 Reikšminiai žodžiai:konkurencingumas,darnus vystymasis,darnus konkurencingumas,natūralūs ištekliai,miškai,miškininkyste,nuosavybe,valstybiniai miškai,privatūs miškai
Competitiveness race in the global economy, on the one side, and the acknowledgement of the sustainable development dimension, on the other side, brings Europe against extraordinary challenges but also to great opportunities. Mapping the future sustainable competitiveness creates a need for research initiatives to develop the new concept of competitiveness, with much of the research focusing on how sustainable development and competitiveness interact. The changing policy context, growing role of sustainable development, the transition to a green economy and the new European Union strategy Europe 2020 (2010) for smart, sustainable and inclusive growth leads to the "rethinking" of the main drivers of the sustainable competitiveness in the long prosperity and the future competitiveness leadership. The approach to natural resources, especially forests, as to the one of the future sustainable competitiveness resources, with the specific focus on its ownership is addressed in this article. Darnaus konkurencingumo šaltinių paieškos: miškų nuosavybės aspektai Santrauka. Lenktyniavimas dėl konkurencingumo pozicijos globalioje ekonomikoje ir vis didėjantis darnaus vystymosi svarbos pripažinimas kelia Europai didelių iššūkių, o kartu atveria naujų galimybių. Darnaus ateities konkurencingumo šaltinių paieškos lemia naujas mokslinių tyrimų iniciatyvas, kuriomis būtų plėtojama darnaus konkurencingumo koncepcija, apimanti darnaus vystymosi ir konkurencingumo sąryšį. Kintanti politinė aplinka, didėjanti darnaus vystymosi svarba, perėjimas prie "žalios" ekonomikos ir nauja Europos Sąjungos pažangaus, darnaus ir integracinio augimo strategija "Europa 2020" skatina iš naujo įvertinti pagrindinius ilgalaikio darnaus konkurencingumo šaltinius. Straipsnyje plėtojamas požiūris į gamtos išteklius, ypač miškus, kaip į vieną iš ateities darnaus konkurencingumo šaltinių, kartu detalizuojant kai kuriuos miškų nuosavybės aspektus. Reikšminiai žodžiai: konkurencingumas, darnus vystymasis, darnus konkurencingumas, natūralūs ištekliai, miškai, miškininkystė, nuosavybė, valstybiniai miškai, privatūs miškai. First Published Online: 10 Feb 2011
The article presents a description of higher shool potential as a social economic category. Treating sistematically, higher shool potential is a complex of interacting elements having a structure, which, in its turn, is described by a complex of permanent relations, ties and dependencies. Higher shool potential, as a system, is characterized by continuity, proportionality of elements, proportionality of the parts of an element, balance, hierarchy, functional uninterruptedness.The authors of the present article claim that a specific role must be given to the the most important element of pedagogical and research-technical activities—the human intellectual potential. It should be noted that economic and social activities become more intellectual, accordingly, in the manufacture of products, goods and services, intellectual activities take a more important place. Therefore, pedagogical and research–technical activities in a higher school, as one of the most important generator and supplier of innovations in the economic and social field, should have the highest human intellectual potential—the research–pedagogical intellectual potential. The persons wishing to engage in pedagogical and research–technical activities at higher schools must have exclusive capabilities, research intuition, pedagogical mastership and other properties, without which they do not suit for this kind of activities. Therefore, the authors of the article present their conception and definition, describe the functions of higher shool potencial as well as its content and the results of its functioning. The article claims that the potential of a higher school under the conditions of market economy performs the following functions: marketing function (including diagnostic and analytical ones); study programmes corresponding to economic needs development and realization; scientific forecast (prognosis); development and realization of innovations (pedagogic, scientific–technical); innovations realization in practice. The authors draw a conclusion that the functioning of a higher school potential in the context of increasing competition requires active development of the marketing function. ; Straipsnyje pateiktas aukštosios mokyklos potencialo, kaip socialinės ekonominės kategorijos, apibūdinimas. Teigiama, kad aukštosios mokyklos potencialas – tai kompleksas tarpusavyje sąveikaujančių elementų, turinčių atitinkamą struktūrą, kuri savo ruožtu apibūdinama kaip visuma nuotolinius santykių, ryšių, sąveikų ir priklausomybių. Šiam potencialui, kaip sistemai, būdingas vientisumas, elementų proporcingumas, atskiro elemento dalių proporcingumas. Aukštosios mokyklos potencialui, kaip dinamiškai sistemai, būdingas vystymosi subalansuotumas, hierarchiškumas, funkcionavimo nenutrūkstamumas. Straipsnyje teigiama, kad ypač reikšmingas vaidmuo turi tekti svarbiausiam aukštosios mokyklos pedagoginės ir mokslinės-techninės veiklos elementui, veiksniui – žmogiškajam intelektiniam potencialui. Visuomenės ekonominė ir socialinė veikla tampa vis intelektualesnė, todėl ir produktų, prekių bei paslaugų gamyboje intelektualinė veikla užima vis svarbesnę vietą. Taigi ir aukštosios mokyklos pedagoginė bei mokslinė-techninė veikla, kaip vienas svarbiausių ekonominės ir socialinės srities inovacijų generatorių ir tiekėjų, turi disponuoti aukščiausios kokybės žmogiškuoju intelektiniu potencialu – moksliniu-pedagoginiu intelektiniu potencialu. Asmenims, aukštojoje mokykloje norintiems užsiimti pedagogine ir mokslinetechnine veikla, būtini išskirtiniai kūrybiniai sugebėjimai, mokslinė intuicija, pedagoginis meistriškumas bei kitos savybės, be kurių jie netiktų šiai veiklai. Aptartos aukštosios mokyklos potencialo funkcijos, išryškintas jų turinys, apibūdinti funkcionavimo rezultatai. Straipsnyje teigiama, kad rinkos ekonomikos sąlygomis aukštosios mokyklos potencialas atlieka tokias funkcijas: 1) rinkodaros (taip pat diagnostinę, analitinę ir kt.); 2) studijų programų, atitinkančių ūkio ir ekonomikos poreikius, kūrimo, įsisavinimo, tobulinimo bei įgyvendinimo;3) mokslinio numatymo (prognozavimo); 4) inovacijų (taip pat ir naujų mokslinių, mokslinių-techninių rezultatų) kūrimo bei įvaldymo; 5) inovacijų (pedagoginių ir mokslinių, mokslinių-techninių) įgyvendinimo praktikoje. Aukštoji mokykla, funkcionuodama rinkos sąlygomis, savo potencialą realizuoja ir kaip mokslinės-techninės veiklos, ir kaip švietimo bei išsilavinimo paslaugų potencialą.
Research background: In recent decades, scientists have focused on sustainable development goals. Cultural issues are evident in sustainable development, but the scientific inclusion of cultural aspects remains a challenge.
Purpose: The study aims to link cultural aspects and sustainability goals. Also, the purpose of this study, is to use the composite cultural index to include the latest research findings on this matter and extend them to cover the six cultural dimensions identified in the Hofstede cultural model. Yeganeh (2011) proposed a methodology for compiling a composite cultural index, but the author included only a few cultural dimensions. The authors of this article present an analysis of fifteen Sustainable Development Goals in the 27 countries of the European Union to rank countries according to the contribution of national culture to the Sustainable Development Goals.
Research methodology: The methodology used an international expert survey on the dimensions of culture and the constructed correlation matrix.
Results: The results show a correlation between the four goals of sustainable development, although the direction is different: one has a positive relationship, and three have a negative one.
Novelty: The article's value is that the authors created a composite cultural index for research on sustainable development and expanded the results presented by other authors.
This paper has examined the relationships between insurance and economic growth across the European Union countries which belong to the European Insurance Federation. Using annual data over the period of 2004–2015, the authors have done this by applying descriptive statistics analysis and econometric methods as well. This research has contributed to understanding the importance of the insurance–growth nexus and combined different approaches prevailing in the recent scientific literature. The research has led to the following broad conclusions: (1) descriptive statistics analysis has shown that the insurance sector development is higher in economically rich countries, such as the UK, Denmark, Finland, Ireland, France and The Netherlands; (2) a positive statistically significant relationship between insurance penetration and economic growth has been detected in Luxembourg, Denmark, The Netherlands and Finland. Besides, a negative statistically significant relationship has been identified in Austria, Belgium, Malta, Estonia and Slovakia; (3) Granger test has shown unidirectional causality running from GDP to insurance in Luxembourg and Finland; and unidirectional causality from insurance to GDP in The Netherlands, Malta and Estonia. The case of Austria has shown bidirectional causality between the variables. The analysis has presented the absence of causality between insurance and economic growth in Slovakia.
