NEGOTIATION STRATEGIES WITHIN SUPPLY CHAINS

1 KOZINA Andrzej
Co-authors:
2 MAŁKUS Tomasz
Institutions:
1 Cracow University of Economics, Poland, EU, kozinaa@uek.krakow.pl
2 Cracow University of Economics, Poland, EU, malkust@uek.krakow.pl
Conference:
CLC 2023 - Carpathian Logistics Congress, Wellness Hotel Step, Prague, Czech Republic, EU, November 8 - 10, 2023
Proceedings:
Proceedings CLC 2023 - Carpathian Logistics Congress
Pages:
39-45
ISBN:
978-80-88365-17-4
ISSN:
2694-9318
Published:
10th April 2024
Metrics:
9 views / 8 downloads
Abstract

The subject of consideration in the paper are negotiations conducted within the supply chain, between its main participants, including parties cooperating in preparation of offer for final customers, parties supporting chain in logistics, as well as other external stakeholders. The objective of the paper is to distinguish and describe strategies of such negotiations, based on the authors' original concept. First, the supply chain is presented as a specific negotiation environment. Then, the negotiation strategy is defined, and its two basic types are distinguished, i.e., two-party, and multi-party negotiation strategies. In turn, the next two parts of the paper present individual subtypes of multiparty negotiation strategies, highlighting their specific features, when adapting to conditions of cooperation within the supply chain. Finally, in summary section the directions of research to improve the proposed concept are indicated.

Keywords: supply chain, business negotiations, negotiation strategies, negotiations within supply chain, the strategies of negotiations within supply chain.

© This is an open access article distributed under the Creative Commons Attribution License which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.

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