International Negotiations and Negotiating Power

Abstract

International relations are in a sense conducted through negotiations. International successful political and economic relations are generally outcomes of successful negotiations. International negotiations have become a fundamental competency which states and companies running international business must possess. This article stresses that international negotiation skill is also an international relations skill. The most definite indication of this fact has become the introduction of the official title chief negotiator in state organizations. It has also been shown that companies running international business have also established separate departments for conducting negotiations. In line with the growing importance of international negotiations, this article draws attention to the concept of negotiating power as a factor determining the success in international negotiations. In the framework of this conception, this article offers a presentation of the elements shaping the negotiating power in international negotiations.