Selected theories of the firm as a base for negotiation description

Abstract

The article is of a theoretical nature and is based on a comparative
analysis of the literature on the subject. Its aim is to present the synthetic
characteristics of those of firm theories (economic ones and management
concepts related to them) which are most important for the description of
negotiation processes in a company, as well as to show for what purposes
these theories can be used in the area under consideration. Undertaking
the above-mentioned objectives is justified by the need, on the one hand,
to create theoretical foundations of the precise and comprehensive
identification and analysis of negotiation processes in the enterprise and, on
the other hand, to provide the necessary conditions for the efficient execution
of these processes, i.e. their planning, conducting and summing up. In the
subsequent part of the paper the following theories are characterised: of
inter-organisational relationships, transactional costs, stakeholders, contract
and agency. The presentation of each of them comprises two components:
its synthetic characteristics and determining its place and role in conducting
negotiation processes in a company. In the summing up section of the paper
the conclusions from the considerations are presented as well as the directions
of further studies are indicated.