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Extending the bargaining power model: Explaining bargaining outcomes among nations, MNEs, and NGOs

Author

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  • James Nebus

    (Management Department, Belk College of Business, University of North Carolina Charlotte, Charlotte, NC, USA)

  • Carlos Rufin

    (Strategy and International Business Department, Sawyer Business School, Suffolk University, Boston, MA, USA)

Abstract

Participants in international bargaining include different types (nation states, MNEs, NGOs, and multilateral organizations) and different numbers of these actors. Our theoretical contribution is to extend the bargaining power paradigm with a framework that models bargaining in this complex environment as a network. The configuration of supports and constraints among all participating actors in the bargaining environment is captured in the structure of the network. Antecedents of an actor's bargaining influence in the network include the actor's basis of power, network position, bargaining outcome preferences, and motivation to influence bargaining. The network bargaining power (NBP) model uses network theory to build upon and integrate insights from previous literature in a way that allows us to simultaneously apply these different insights to explain bargaining outcomes. These insights include effects of coalitions, strategies of less powerful actors leveraging more powerful allies, integration of international and domestic politics, and applicability to MNE-related issues beyond FDI. Finally, we illustrate NBP in a scenario of privatized utilities in the Dominican Republic, in which the bargaining power outcome predicted by NBP differs from that of the canonical bargaining power perspective.

Suggested Citation

  • James Nebus & Carlos Rufin, 2010. "Extending the bargaining power model: Explaining bargaining outcomes among nations, MNEs, and NGOs," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 41(6), pages 996-1015, August.
    • Handle: RePEc:pal:jintbs:v:41:y:2010:i:6:p:996-1015
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    Cited by:

    1. Chen, Qiu & Maung, Min & Shi, Yulin & Wilson, Craig, 2014. "Foreign direct investment concessions and environmental levies in China," International Review of Financial Analysis, Elsevier, vol. 36(C), pages 241-250.
    2. Iiris Saittakari & Tiina Ritvala & Rebecca Piekkari & Perttu Kähäri & Sami Moisio & Tomas Hanell & Sjoerd Beugelsdijk, 2023. "A review of location, politics, and the multinational corporation: Bringing political geography into international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(6), pages 969-995, August.
    3. Rana, Mohammad B. & Elo, Maria, 2017. "Transnational Diaspora and Civil Society Actors Driving MNE Internationalisation: The Case of Grameenphone in Bangladesh," Journal of International Management, Elsevier, vol. 23(1), pages 87-106.
    4. Yong Li & Jing Li & Peng Zhang & Sunhwan Gwon, 2023. "Stronger together: Country‐of‐origin agglomeration and multinational enterprise location choice in an adverse institutional environment," Strategic Management Journal, Wiley Blackwell, vol. 44(4), pages 1053-1083, April.
    5. Anthony P Cannizzaro, 0. "Social influence and MNE strategic response to political risk: A global network approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 0, pages 1-22.
    6. Patrick Maximilian Weber & Beata Stępień, 2020. "Conform or challenge? Adjustment strategies of sanction‐torn companies," The World Economy, Wiley Blackwell, vol. 43(11), pages 3006-3024, November.
    7. Cristian Luise & Peter J. Buckley & Hinrich Voss & Emmanuella Plakoyiannaki & Elisa Barbieri, 2022. "A bargaining and property rights perspective on the Belt and Road Initiative: Cases from the Italian port system," Journal of International Business Policy, Palgrave Macmillan, vol. 5(2), pages 172-193, June.
    8. Müllner, Jakob & Puck, Jonas, 2018. "Towards a holistic framework of MNE–state bargaining: A formal model and case-based analysis," Journal of World Business, Elsevier, vol. 53(1), pages 15-26.
    9. Daniel J. Blake & Caterina Moschieri, 2017. "Policy risk, strategic decisions and contagion effects: Firm‐specific considerations," Strategic Management Journal, Wiley Blackwell, vol. 38(3), pages 732-750, March.
    10. Witold J. Henisz & Sinziana Dorobantu & Lite J. Nartey, 2014. "Spinning gold: The financial returns to stakeholder engagement," Strategic Management Journal, Wiley Blackwell, vol. 35(12), pages 1727-1748, December.
    11. Anthony P Cannizzaro, 2020. "Social influence and MNE strategic response to political risk: A global network approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(5), pages 829-850, July.
    12. Fiona Kun Yao & Luqun Xie & Jiatao Li & Mingrui Xu, 2023. "Subnational-level government influence and FDI location choices: The moderating roles of resource dependence relations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(6), pages 1027-1054, August.
    13. Simon Hartmann & Thomas Lindner & Jakob Müllner & Jonas Puck, 2022. "Beyond the nation-state: Anchoring supranational institutions in international business research," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(6), pages 1282-1306, August.
    14. Meyer, Klaus E. & Thein, Htwe Htwe, 2014. "Business under adverse home country institutions: The case of international sanctions against Myanmar," Journal of World Business, Elsevier, vol. 49(1), pages 156-171.
    15. Olivier Bertrand & Marie-Ann Betschinger & Alexander Settles, 2016. "The relevance of political affinity for the initial acquisition premium in cross-border acquisitions," Strategic Management Journal, Wiley Blackwell, vol. 37(10), pages 2071-2091, October.
    16. Doh, Jonathan P. & Dahan, Nicolas M. & Casario, Michelle, 2022. "MNEs and the practice of international business diplomacy," International Business Review, Elsevier, vol. 31(1).
    17. Liedong, Tahiru Azaaviele & Aghanya, Daniel & Jimenez, Alfredo & Rajwani, Tazeeb, 2023. "Corporate political activity and bribery in Africa: Do internet penetration and foreign ownership matter?," Journal of Business Research, Elsevier, vol. 154(C).
    18. Sumon Kumar Bhaumik & Saul Estrin & Rajneesh Narula, 2024. "Integrating host-country political heterogeneity into MNE–state bargaining: insights from international political economy," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 55(2), pages 157-171, March.
    19. Gamso, Jonas & Nelson, Roy C., 2019. "Does partnering with the World Bank shield investors from political risks in less developed countries?," Journal of World Business, Elsevier, vol. 54(5), pages 1-1.
    20. Qidi Ji & Weidong Liu & Tao Song & Boyang Gao, 2022. "The Social Barrier of Strategic Coupling: A Case Study of the Letpadaung Copper Mine in Myanmar," Land, MDPI, vol. 11(6), pages 1-19, June.
    21. Bailey, Nicholas & Warby, Brian, 2019. "Explaining the competition for FDI: Evidence from Costa Rica and cross-national industry-level FDI data," Research in International Business and Finance, Elsevier, vol. 47(C), pages 67-77.
    22. Ilya R. P. Cuypers & Gokhan Ertug & John Cantwell & Akbar Zaheer & Martin Kilduff, 2020. "Making connections: Social networks in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(5), pages 714-736, July.
    23. Cristian Luise & Peter J. Buckley & Hinrich Voss & Emmanuella Plakoyiannaki & Elisa Barbieri, 2021. "The Role of Local Actors in the Implementation of the Belt and Road Initiative: the Example of the Italian Port System," Working Papers 07, Department of Management, Università Ca' Foscari Venezia.
    24. Ilya R. P. Cuypers & Gokhan Ertug & John Cantwell & Akbar Zaheer & Martin Kilduff, 0. "Making connections: Social networks in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 0, pages 1-23.
    25. Vivoda Vlado, 2011. "Bargaining Model for the International Oil Industry," Business and Politics, De Gruyter, vol. 13(4), pages 1-36, December.

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