Negotiations as a Tool of Business Strategy Creation

• Autorzy: Andrzej Kozina
• Języki publikacji: EN

Abstrakty

EN

The objective of the paper is to describe the author's concept of considering the negotiations between internal stakeholders as a specific tool for the creation of company's strategy. Firstly, the definition of such negotiations is presented, in the context of the general interpretations of negotiations. The most important is their definition as interactive decision making process. Secondly, specific 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. (original abstract)

Słowa kluczowe

EN

Negotiations; Negotiation strategies; Corporation strategies; Strategic planning in the management

PL

Negocjacje; Strategie negocjacyjne; Strategia przedsiębiorstwa; Planowanie strategiczne w zarządzaniu

• Czasopismo: Managerial Economics
• Rocznik: 2014
• Tom: 15
• Numer: nr 2
• Strony: 177--188

Twórcy

autor

Andrzej Kozina

• Cracow University of Economics, Poland

Bibliografia

• Dwojacki, P. (1995) 'Organizacja planowania strategicznego - rola naczelnego kierownictwa' [Organization of Strategic Planning - the Role of Top Management], Przegląd Organizacji, nr 8, pp. 9-11.
• Johnson, G., Scholes, K. and Whittington, R. (2008) Exploring Corporate Strategy: Text and Cases, 8th edition, London: Prentice Hall.
• Kamiński, J. (2003) Negocjowanie. Techniki rozwiązywania konfliktów [Negotiating. The Techniques of Conflicts Resolution], Warszawa: Poltext.
• Kozina, A. (2007) 'Strategie negocjacji wielostronnych' [Multiparty Negotiations Strategies], in Potocki, A. (ed.) Mechanizmy i obszary przeobrażeń organizacyjnych [The Mechanisms & Areas of Organizational Tranformations], Warszawa: Difin, pp. 125-133.
• Kozina, A. (2012) Planowanie negocjacji w przedsiębiorstwie [Negotiations Planning in a Company], Kraków: Wydawnictwo Uniwersytetu Ekonomicznego w Krakowie.
• Lewicki, R.J., Saunders, D.M. and Barry, B. (2010) Essentials of Negotiation, 5th edition, New York: McGraw-Hill Publishing.
• Pearce, J.A. and Robinson, R.B. (2012) Strategic Management. Planning for Domestic & Global Competition, 13th edition, New York: McGraw-Hill Higher Education.
• Susskind, L.E. and Crump, L. (2008) Multiparty Negotiation, London: Sage Publications.
• Thompson, L. (2001) The Mind & Heart of The Negotiator, 2nd edition, New Jersey: Prentice Hall, Upper Saddle River.
• Watkins, M. and Passow S. (1996) 'Analyzing Linked Systems of Negotiations', Negotiation Journal, vol. 12, issue 4 (October), pp. 325-339.

Identyfikatory

DOI

10.7494/manage.2014.15.2.177