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Negotiations as a tool of business strategy creation

Andrzej W. Kozina ()
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Andrzej W. Kozina: Cracow University of Economics, Faculty of Management, Management Process Department

Managerial Economics, 2014, vol. 15, issue 2, pages 177-188

Abstract: The objective of the paper is to describe the author’s concept of considering the negotiations between internal stakeholders as a speci?c tool for the creation of company’s strategy. Firstly, the de?nition of such negotiations is presented, in the context of the general interpretations of negotiations. The most important is their de?nition as interactive decision making process. Secondly, speci?c features of such negotiations as a tool for business strategy creation are discussed. Two types of those negotiations are distinguished: multiparty and multiply ones. Thirdly, the possible strategies for conducting such negotiations are suggested, according to their two types. Finally, the assessment of proposed concept is presented, i.e. its advantages and disadvantages are listed as well as the directions for further research are pointed out

Keywords: negotiations in the company; negotiations within the process of company’s strategy creation; multiparty negotiations; multiply negotiations; negotiation strategies (search for similar items in EconPapers)
Date: 2014
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