Contextualizing Negotiation in Strategy

  • Andrea CaputoEmail author


This chapter provides a theoretical argumentation for the importance of negotiation as a strategic capability of a company in the process of achieving and sustaining a successful competitive advantage. The literature on negotiation and strategy is reviewed; also an interpretive framework, titled the strategy triangle, is presented to explain the characteristics of strategy-making in today’s competitive world.


Negotiation Strategy Competitive advantage Organizational capabilities 


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Copyright information

© The Author(s) 2019

Authors and Affiliations

  1. 1.University of LincolnLincolnUK

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