Quantitative Model of the Decision-Making Process in International Business Deals

The proportion of emotionality and rationality in the decision-making process in international business deals is poorly researched field from the side of Economic Psychology. No matter this, from a scientific point of view it will be very useful to provide a model which is capable to define the amount of emotionality versus rationality. The difficulty in creating such a model arises from the fact that the elements in the decision-making process have a qualitative character. Therefore, it is important to propose a concept of a model which converts qualitative factors into quantitative indicators in order to define their ratio. This would allow a comparison between the two elements concerning emotional and rational behaviour, which are mutually an integral part of the decision-making process.