Preparation of International Business Negotiation Strategies: Competitive Assessment Aspects in The Market Power System

¹ Vilnius Gediminas Technical University, Saulėtekio av. LT-10223 Vilnius, Lithuania
² University of Maribor, Razlagova 14, SI-2000 Maribor, Slovenia

^* Corresponding author: valentina.peleckiene@vgtu.lt

Abstract

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.