Agenda

Dr Andrea Caputo (University of Lincoln, UK)

The ability of the firm to consistently negotiate within and beyond its boundaries is an important strategic driver to achieve and sustain competitive advantage. However, the current state of the literature, both in strategy and negotiation, seems to overlook negotiation as a capability of the firm; research efforts appear scattered and focused on individual specific situations. Through a theory building approach we investigate the potentially reciprocal relationship between negotiation and strategy, with the aim to start contributing toward a better understanding of how organisations negotiates, challenging the assumption that only people negotiates, and organisations do not. The paper proposes a literature review of the two bodies of research, strategy and negotiation, focusing on the concepts of the integrated approach to negotiation and organisational capabilities. The analysis of the case of Ryanair is used to unveil the intricate relationship between the two fields of study, as this company has built a unique approach to negotiations, which allows it to better exploit its market power, standing at the roots of its competitive advantage. This study has implications for both practice and research, as an integrated study of negotiation and strategy could lead to a better understanding of the strategy making process and its foundations for success. This work all aims to contribute to the systematisation of knowledge on the subject by providing an agenda for future research. 

The seminar will present the research profile of Dr Andrea Caputo (University of Lincoln, UK), which covers topics related to negotiation, conflict management, strategic management and entrepreneurship. A deeper view will be given to the most recent research project Dr Caputo is undertaking, recently presented at several international conferences (AOM, EURAM and BAM).