NEGOTIATIONS IN THE CLOSED-LOOP ALUMINIUM SUPPLY CHAIN

In this study, an attempt has been made to characterize the conditions and the way of conducting negotiations in the closed loop of aluminium waste supply chain This study focuses on the negotiations on this type of waste between the waste producer (aluminium producer) and the buyer (recycler) and it differs from the negotiations conducted in traditional logistic channels. The motive for the research was to establish that this type of negotiation had not yet been described in the literature on the subject. The research consisted in the analysis of documentation from 69 negotiated deliveries of aluminium dross from various EU countries to a Polish company dealing in its processing and the analysis of conducted structured interviews with representatives of 14 companies selling or buying aluminium dross from various EU countries. The investigation confirmed the research hypothesis that negotiators in a closed-loop supply chain apply intensified strategies to build the trust of the other party in the conducted negotiations and that closed loops are mainly price-based negotiations based on classical purchasing behaviour.