Caputo, Andrea and Borbely, Adrian (2016) The firm’s strategy and its negotiation capability: the Ryanair case. In: 16th European Academy of Management Annual Conference, 1-4 June 2016, Paris.
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EURAM2016-The Firm s Strategy and its Negotiation Capability_the Ryanair Case.pdf - Whole Document Restricted to Repository staff only 450kB |
Item Type: | Conference or Workshop contribution (Paper) |
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Item Status: | Live Archive |
Abstract
This paper investigates the potentially reciprocal relationship between negotiation and
corporate strategy, with the aim to start answering the following two questions: how does the
strategic positioning of a firm impact its negotiation practices and how does negotiation
influence strategy implementation? We assemble literature in strategy with research in
negotiation, focusing on the concepts of the integrated approach to negotiation and dynamic
capabilities. To unveil the intricate relationship between our two fields of interest, we use
Ryanair as a case study, as this company has built a unique negotiation approach, based on its
market power, which stands at the roots of its competitive advantage. This has implications
for both practice and research, as an integrated study of negotiation and strategy could lead to
a better understanding of the strategy making process and its foundations for success.
Keywords: | Negotiation, Capabilities, Ryanair, RBV, Case Study, Competitive Advantage |
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Subjects: | N Business and Administrative studies > N200 Management studies N Business and Administrative studies > N211 Strategic Management |
Divisions: | Lincoln International Business School |
Related URLs: | |
ID Code: | 23347 |
Deposited On: | 28 Jun 2016 19:51 |
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