The paper discusses the negotiation techniques and ways in the Republic of Kazakhstan. A qualitative study is made, through the use of focus groups, with the aim of identifying, examining and understanding the common techniques, ways and methods of business negotiations as practiced in Kazakhstan

In the debate over contractual freedom or enabling-versus-mandatory rules in fiduciary law, those who do not adhere to an unbridled contractatian approach tend to justify fiduciary law's strict posture by appealing to transaction cost reasoning. In this view, fiduciary law more efficiently sets...

With America's increasing multicultural population and some purported beliefs that we have approached a post-racial society, the ability to recognize that race still matters is an important factor in negotiations. This paper attempts to capture and describe as much of the key literature and...

Gender differences in the propensity to negotiate are often used to explain the gender wage gap, popularizing the push for women to “lean-in.” We use a laboratory experiment to examine the effect of leaning-in. Despite men and women achieving similar and positive returns when they must...

Negotiation is an unavoidable part of any business, an important instrument of international business communication. The behavior of the negotiators is strongly influenced by their cultural background that defines the range of strategies negotiators develop as well as tactics and communication...

Private equity fund agreements have been criticized for failing to protect investors from exploitation by fund managers. One defense frequently used by the industry has been to invoke what I call the private equity negotiation myth, which claims that because fund agreements are highly...

When parties enter into negotiations for a joint venture they do so with the expectation that a joint venture agreement will result and the project go ahead. However, entering into those negotiations is a step into the unknown. This paper seeks to show how the uncertainty of each stage of...

This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate how different power allocations affect the...

Verhandeln ist überlebenswichtig, insbesondere in Krisensituationen. Krisen hat es immer gegeben und wird es auch weiterhin geben, denn eine Krise fordert das Bestehende heraus. Einen kühlen Kopf zu bewahren, ist dann angesagt. Verhandlungspartner müssen sich zunächst Folgendes fragen:...