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Strategic management schools and business negotiation strategy of company operations

Peleckis K.

Ekonomia i Zarządzanie

2015

Vol. 7, no. 2

26--34

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 theincreasing 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.

Conflicts and their prevention in intercultural communication of business negotiations: the exchange of information and management of expectations

Peleckis K.

Ekonomia i Zarządzanie

2014

Vol. 6, no. 2

133--156

Conflict analysis and their management showed that during the past decades its scientific understanding changed from the social sciences to interdisciplinary management fields. Conflicts are examined and defined in their own way by management, psychology, politics, law, economics and other sciences. Solutions of conflicts are an integral part of business negotiations – in negotiations are solved various inconsistencies, conflicts of both negotiating parties. Conflict resolution techniques can change in dependence on the culture of the country. In negotiations with the representatives of other countries is necessary to know the dominating conflict management styles in the relevant country and how it is possible to adjust own behavior. A significant number of modern business negotiations are international, so it is proposal to use mediator in negotiations of another culture who is an individual having the same cultural experience as business partners. In process of preparation for negotiations with other country is necessary to take into account the characteristics of relationships prevailing in that country. This paper reviews the process of conflicts in negotiations and their prevention in the interaction of different cultures. Also this paper analyzes the impact of exchange of information and management of expectations for the prevention of conflicts in the negotiations. In order to manage the expectations of the other side of the negotiations is necessary to find out in the preparation phase the values of partner, and try to manage information in negotiations, understanding the values and the context of the other side of negotiations, in order to form useful for us expectations from the other side, which would help to avoid further conflicts in the negotiating process.

Liczba badań i publikacji naukowych poświęconych zarządzaniu konfliktami znacznie zwiększyła się w ciągu kilkudziesięciu lat. Cechuje się ono interdyscyplinarnym podejściem i konsoliduje wysiłki naukowców z zakresu zarządzania, psychologii, prawa, polityki, ekonomii i innych nauk. Techniki rozwiązywania konfliktów, w tam negocjacje, są uzależnione od kultury otoczenia, w którym mają miejsce. W toku przygotowania do międzynarodowych negocjacji ważne jest więc uwzględnienie kulturowych różnic negocjatorów. Niniejszy artykuł jest poświęcony problematyce zapobiegania konfliktom w procesie negocjacji partnerów należących do różnych kultur. Omówiono w nim problem wymiany informacji i pokierowania oczekiwaniami negocjatorów w ich wzajemnym dochodzeniu do porozumienia. Wobec nieporozumień lub konfliktów, już na etapie przygotowania do negocjacji należy uważnie ustosunkować się do kulturowych wartości partnera, a w toku negocjacji pomóc mu sprecyzować swoje oczekiwania w odpowiednim kierunku.