The question “What are negotiations?” is crucial for sciences on negotiations because the object of investigations determines their methods. This paper proposes an answer to this question in a way that combines different approaches in scientific literature. The phenome-non of negotiation is amorphous – it has an identity, which can be “nature” or “essence”. The text analyzes the essence of negotiations and its specificity in the field of management. The article indicates some sources of ambiguity on the concepts of negotiation in manage-ment and outlines methods of adapting definitions to particular managerial contexts. The above tasks have been accomplished by analytical and phenomenological methods.
Financed by the National Centre for Research and Development under grant No. SP/I/1/77065/10 by the strategic scientific research and experimental development program:
SYNAT - “Interdisciplinary System for Interactive Scientific and Scientific-Technical Information”.