THEORETICAL ASSUMPTIONS OF EFFECTIVE  BUSINESS NEGOTIATIONS STRATEGIES Cover Image

EFEKTYVIOS VERSLO DERYBŲ STRATEGIJOS TEORINĖS PRIELAIDOS
THEORETICAL ASSUMPTIONS OF EFFECTIVE BUSINESS NEGOTIATIONS STRATEGIES

Author(s): Kęstutis Jr. Peleckis
Subject(s): Economy
Published by: Lietuvos verslo kolegija
Keywords: Strategy; negotiations; strategy of negotiations; schools of strategy formation;

Summary/Abstract: In order to develop effective strategies of negotiations is needed better understanding of strategy making process. Therefore this paper is analyzing strategy making theory and its applicability to negotiate. The paper reviewed the strategic management research developments, presented discussions of authors about structure of the strategic management problems and research perspectives. There are examined attitudes of scientists around the world to the essence of strategic management. It also presents scientific approaches to strategic management in conjunction with the schools of strategic management. This paper examines the impact of globalization to strategic management and development of researches of authors working in this field in recent decades. After reviewing strategic management schools, was observed that not all of them are applied in practice of business negotiations, but combining some ideas of strategic management schools and adapted to the specific situations, they can be an excellent tool for negotiating strategy development and implementation. Most close to the essence of negotiations are schools of entrepreneurship, cognition, learning, environment and strategic management capacity. Also, in examination the internationalization of negotiations are valuable ideas of cultural school. In article are presented suggestions for further research.

  • Issue Year: 25/2014
  • Issue No: 2
  • Page Range: 15-26
  • Page Count: 11
  • Language: Lithuanian