THE DIMENSIONS OF NEGOTIATIONS WITHIN SUPPLY CHAIN

Purpose: one of the crucial factors determining effective performance of supply chain is conducting negotiation processes between its participants. Therefore, an important and promising objective of the paper is to present the authors’ concept of describing and analyzing these processes, considering their key dimensions. Design/methodology/approach: the paper is of a theoretical nature, i.e. it contains an original approach to the considered processes, based on authors’ ideas supported by the comparative analysis of the literature. Findings: developing an original, multidimensional concept of negotiations within supply chain suitable for their precise and comprehensive description and analysis. Practical implications: the presented concept as a very useful tool enables insightful identification and effective conducting of negotiation processes. That concept is also of universal character, i.e. it can be used to assess and implement a wide variety of practical negotiation situations. Originality/value: unlike many other works on negotiation processes within supply chain, which concern fragmentary and selective problems related to these processes, the concept of their description and analysis presented in the paper is of a synthetic and complex nature.