Modeling of business negotiations strategies: theoretical assumptions and practical opportunities

Abstract

In order to develop a reasonable negotiating strategy is necessary to rely on strategic management principles and techniques. This article examines the issues on the application of strategic management theory for negotiations. In the article is given an overview of strategic management science researches, presented scientific positions on the substance of the strategic management process, its structure, and prospects for studies in this area. In article are examined worldwide scientific approaches to strategic management and different schools of strategic management. A survey of the key provisions of strategic management schools showed that not all of them may be useful in practice of negotiations. However, merging and adapting their individual elements for specific cases can be an excellent tool for strategic analysis of the negotiating situation, for development and implementation of negotiation strategy. The highest probability to adjust strategic management theories for preparing strategies of negotiations and their implementation are associated with ideas developed by entrepreneurial, cognitive learning, environmental and power strategic management schools. Considering the increasing internationalization of negotiations there are important theoretical and practical concepts of strategic management culture school. This paper will provide an overview of the main theoretical perspectives on negotiations strategic management.