Negotiations as Part of Managing Organizational Changes: Methodological Concept & Case Study (Negocjacje w zarzadzaniu zmianami organizacyjnymi – koncepcja metodyczna i studium przypadku)

The accomplishment of the ventures focused on the increase in organizational performance effectiveness requires the coordination of tasks of the executors of those ventures. Many arrangements concerning the scopes, deadlines, or the methods of performing the activities are required. Different groups of interest appear having both common and contradictory objectives. In effect it is necessary to conduct numerous negotiations in order to make common decisions and resolve conflicts. The objective of the paper is to characterize such negotiations and point out their place and significance within the processes of implementing organizational changes. The introduction contains the general concepts of organizational change, managing change, and business negotiations. In the main part of the paper, the idea and importance of considered negotiations as well as their specific features and kinds are described. Then a case study is presented concerning negotiations in the context of changing the organizational structure of a computer company. In the summation, apart from the synthesis of considerations, the directions for further research are pointed out.