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.