Negotiations Planning in Small & Medium-sized Consulting Enterprises. Methodological Concept & Research Results (Planowanie negocjacji w malych i srednich przedsiebiorstwach doradczych. Koncepcja metodyczna i wyniki badan)

The objective of the paper is to present the effects of empirical research, constituting practical verification of the author’s methodological concept of planning negotiations in a company. The research object were negotiations between several dozen small and medium-sized consulting companies and their clients, concerning the elaboration of conditions and rules for carrying out consulting projects. Firstly, the suggested methodological concept of negotiations planning was described. Secondly, the objectives and scope of research were presented. Thirdly, their methods, objects and process were characterized. Fourthly, the considered methodological framework was identified within the selected area, i.e. research findings were listed. Fifthly, conclusions from the research were formulated, i.e. that framework was evaluated. Finally, recommendations from the research were elaborated, i.e. directions of the desired changes in that framework were suggested.