Abstract
The marketing of roundwood from private non-industrial forests is one of the main activity for the private woodlot owners. This article identifies factors influencing their negotiating power. The analysis of the Finnish roundwood marketing system focuses on the strategy taken by the private owners to increase their economics and social conditions. The success of the strategy lies in the flexibility of the selling process, the quality of information, the responsibilities of private owners' organisations and in the involvement of private owners in the forest industry. Securing a fair wood price and guaranteed wood sales create appropriate conditions for intensive forest management on small private woodlots. Key words: Roundwood marketing, attitude, negotiating power, selling processes, organisations' responsibilities, Co-op Metsäliitto, woodlot owners implication
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