When organizations negotiate: an agenda for studying negotiation as a corporate capability

Borbély, Adrian and Caputo, Andrea (2015) When organizations negotiate: an agenda for studying negotiation as a corporate capability. In: The 28th Annual Conference of the International Association for Conflict Management, 28 June - 2 July 2015, Clearwater Beach, FL, United States.

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

Abstract

In his 1999 Harvard Business Review paper, consultant Danny Ertel argued 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 organizational negotiations. Although more than 15 years have passed, this exhortation is yet to be met by researchers in both fields of negotiation and strategy. In aiming to revive Ertel’s call, this article presents a literature review trying to systematize knowledge from both the fields of negotiation and strategy. We contribute to the conversation by proposing an agenda for future research resulted from our analysis.

Keywords:negotiation, dynamic capabilities, strategic management, strategic negotiation, literature review
Subjects:N Business and Administrative studies > N200 Management studies
Divisions:Lincoln International Business School
ID Code:18656
Deposited On:15 Sep 2015 18:33

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