Strategic management schools and business negotiation strategy of company operations

Abstract

In order to develop a reasonable negotiation strategy, it is necessary to rely on strategic management principles and techniques. This article examines the issues on the application of strategic management theory in negotiations. The article presents an overview of strategic management science researches, are presented scientific positions on the substance of strategic management process, its structure, and prospects for studies in this area. In the article, there 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, but also for development and implementation of negotiation strategy. The most applicable theories of strategic management in preparing and implementing of negotiation strategy seem to be the ones developed by the following schools: Entrepreneurial, Cognitive learning, Environmental and Power. 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 strategic management of negotiations.