Funkcje negocjacji w przedsiębiorstwie
The Functions of Negotiations within a Company

Summary/Abstract: In the paper the issue of the functions performed by negotiations in a company is considered. The paper aims at characterizing those functions in the context of their importance for achieving company’s objectives. In the introduction the general idea of negotiations and the definition of those conducted in a company are presented. Then in the main part of the paper particular functions of negotiations are described. Firstly, their function as organizational learning tool is discussed. Secondly, their role concerning achieving competitive advantage is addressed. Thirdly, their function as the way of mutual exchange between company and its environment is presented. Fourthly, all functions characterized earlier are integrated by treating negotiations as a specific managerial tool. In the closing section the synthesis of discussed functions is placed as well as the directions of subsequent research on those functions are pointed out.

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