The Global Competitiveness Report highlights the importance of the innovation capacity of a country to be more competitive, and within the elements to have more capacity for innovation takes into account the sophistication of buyers in a negotiation. This is why this project aims to establish a relationship between business negotiation models and innovation management models. This research has a quantitative approach, it is non-experimental with a positive-explanatory and correlational-descriptive. 12 Sumatec employees were surveyed with an instrument were built from other existing instruments, based on “Estrategias de Intervencion para el Cierre de Brechas en Gestion de la Innovacion en empresas de Caldas” in the framework of “Pactos por la Innovacion” (2019) By the Autonoma University of Manizales, including characteristics of the Global Competitiveness Report (2018), of Morales, Ortiz & Arias (2012) and of Enrique Ogliastri (Sf). The results of this research, allow to conclude that the relationship between business negotiation models and innovation management models occurs from the organizational culture and competitiveness. That is, that the management models regardless of their approach are determined by the organizational culture, therefore, the way of carrying out any type of process is directly proportional to business habits. When an innovation management model is implemented, not only is the innovation process itself impacted, it also affects habits and transforms the organizational culture. However, given the commercial reason of the company, there is greater understanding and systematization in the processes related to negotiation and what concerns to innovation, is adapted according to the needs required by the company in the moment