Application of entrepreneurship and cognitive approach of strategic management schools in business negotiations

Abstract

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.