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Integrating the cooperation of enterprises in supply chain is distinguished among the key factors enabling the achievement of competitive advantage and increasing performance effectiveness. In the supply chain, suppliers (of raw materials, materials, semi-finished products, parts), manufacturers, wholesalers, retailers, as well as providers of specialized logistics services cooperate with each other. In terms of the development of the concept of Green Supply Chain and Sustainable development, the companies operating in reverse logistics are also of great importance. This applies to service providers collecting waste and secondary raw materials, units disassembling used and spoiled products, companies processing secondary raw materials, as well as companies dealing with final waste disposal. Due to the diversity of enterprises participating in the supply chain activities, differences in the expected effects of cooperation, as well as the need to ensure continuity and security of cooperation, it is important to properly prepare and conduct negotiations, especially in bilateral relations. These negotiations are conducted in special conditions, in which the expectations and attitude to cooperation depend on the links with other partners. The objective of the paper is to present a concept for describing the specificity of negotiations within the supply chain. Firstly the features of supply chain as specific negotiations environment are presented. Within the subsequent parts of the paper in order to present the features of negotiations within supply chain the methodological framework was applied, comprising the key aspects of negotiation’s definition, distinguished on the basis of literature analysis. The summary synthetizes the major features of the considered negotiations, and also indicates the directions of research enriching the proposed concept.

Keywords: Negotiations, supply chain, methodological framework, mutual dependence, communication, value creation

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