Strategia koalicji w negocjacjach (wielostronnych)

Coalition strategy in (multiparty) negotiations

Abstract

The objective of the paper is to characterize methodological concept of the creation of coalition strategy, which may be treated as the most effective among potential strategies of multiparty negotiations. There were included either own author’s ideas or the synthesis of selected concepts by other researchers. In the introduction the definition of multiparty negotiations (in the context of general interpretations of negotiation) as well as the typology of the strategies of such negotiations were presented. In the subsequent parts of the paper the three fundamental components of suggested concept were discussed. Firstly, both the definition and kinds of coalitions as well as the idea and features of coalition strategy were presented. Secondly, the process (stages) of constructing such a strategy was described. Thirdly, selected particular tools (principles and techniques) being applied within that process were specified.