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Central European Management Journal

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Year 2014 
Volume 22 
Issue 3

Evaluation of Bargaining Power

Andrzej Kozina
Uniwersytet Ekonomiczny w Krakowie

2014 22 (3) Central European Management Journal

DOI 10.7206/mba.ce.2084-3356.108


Purpose: To present author’s concept of the evaluation of bargaining power in negotiations (in particular business ones).

Methodology: The paper is based on the review and comparative analysis of literature. A universal (general) concept of assessment is applied. The stress is put on presenting characteristic of bargaining power as well as the elaboration of its evaluation criteria and constructing set of indicators (measures) refl ecting those criteria.

Findings: it occurred that an attempt of creating such a concept is effi cient. It can constitute a useful tool of evaluating bargaining power in different types of (business) negotiations, within the process of their planning. Nevertheless presented concept will be a subject of subsequent author’s research, focusing on its improvement, mainly by searching more precise measures of bargaining power.

Originality: in general the suggestion for solving complex and diffi cult problem of evaluating bargaining power is presented, rarely investigated in the literature on negotiations. In particular the set of evaluating criteria and measures of bargaining power is pointed out.

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APA style

Kozina, Andrzej (2014). Kozina, A. . (2014). Evaluation of Bargaining Power. Central European Management Journal, 22(3), 72-84. https://doi.org/10.7206/mba.ce.2084-3356.108 (Original work published 2014)

MLA style

Kozina, Andrzej. Kozina, A. . “Evaluation Of Bargaining Power”. 2014. Central European Management Journal, vol. 22, no. 3, 2014, pp. 72-84.

Chicago style

Kozina, Andrzej. Kozina, Andrzej . “Evaluation Of Bargaining Power”. Central European Management Journal, Central European Management Journal, 22, no. 3 (2014): 72-84. doi:10.7206/mba.ce.2084-3356.108.