Studying negotiation as a corporate capability: a proposed agenda

Caputo, Andrea and Borbély, Adrian (2015) Studying negotiation as a corporate capability: a proposed agenda. In: XXXVII Convegno Nazionale AIDEA - Accademia Italiana di Economia Aziendale, 10-12 September 2015, Piacenza, Italy.

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Item Type:Conference or Workshop contribution (Paper)
Item Status:Live Archive


In 1999, consultant Danny Ertel claimed in the Harvard Business Review that negotiation should be seen as a potential corporate capability and invites to move away from a situational to a more strategic and integrated approach to negotiation. This exhortation is yet to be met by scholars. In aiming to revive Ertel’s claim, this article presents a proposed agenda for research. To do so the literatures in the fields of strategy and negotiation are reviewed in an effort to systematize the knowledge.

Keywords:negotiation, dynamic capabilities, strategic management, strategic negotiation, literature review
Subjects:N Business and Administrative studies > N100 Business studies
Divisions:Lincoln International Business School
ID Code:18653
Deposited On:16 Sep 2015 11:08

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