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undergraduate thesis
VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE
Završni rad
Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics in Osijek, 2023. urn:nbn:hr:145:403476
Bekvalac, Anastasija
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Quantitative Methods and Informatics

Institutional repository: EFOS REPOSITORY

Cite this document

Bekvalac, A. (2023). VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad (Undergraduate thesis). Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek. Retrieved from https://urn.nsk.hr/urn:nbn:hr:145:403476

Bekvalac, Anastasija. "VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2023. https://urn.nsk.hr/urn:nbn:hr:145:403476

Bekvalac, Anastasija. "VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2023. https://urn.nsk.hr/urn:nbn:hr:145:403476

Bekvalac, A. (2023). 'VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 27 November 2024, https://urn.nsk.hr/urn:nbn:hr:145:403476

Bekvalac A. VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2023 [cited 2024 November 27] Available at: https://urn.nsk.hr/urn:nbn:hr:145:403476

A. Bekvalac, "VJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2023. Available at: https://urn.nsk.hr/urn:nbn:hr:145:403476

Metadata
TitleVJEŠTINE PREGOVARANJA: PREGOVARAČKE STRATEGIJE I PREGOVARAČKE TEHNIKE : Završni rad
Title (english)Negotiation skills: negotiation techniques and negotiation strategies : Final paper
AuthorAnastasija Bekvalac
MentorJerko Glavaš (mentor)
MentorBruno Mandić (komentor)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Quantitative Methods and Informatics)
Osijek
Defense date and country2023-09-11, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Pregovaranje predstavlja jednu od najstarijih ljudskih vještina. Svaka osoba pregovara od svojih malih nogu, a da toga možda nije ni svjesna. Činjenica je da osobe pregovaraju gotovo svakodnevno, bilo to u trgovini, tržnici, u kući s najbližima ili na radnom mjestu oko nekih velikih i važnih pitanja. Pregovaranje se definira kao komunikacijski proces s ciljem rješavanja sukoba interesa između dvije ili više pregovaračkih strana. Pregovori su jedna od najpopularnijih strategija rješavanja konflikata, a često se koriste i u situacijama kada konflikta nema te se tada pokušavaju uskladiti već postojeće razlike između pregovarača. Tim postupkom se postiže sporazum ili kompromis uz izbjegavanje spora ili svađe. Prilikom pregovaranja koriste se različite pregovaračke strategije, ali najvažniju ulogu ima taktički dio koji može biti vrlo dinamičan. Neki autori su usporedili vještine pregovaranja s borilačkim vještinama, kao što je aikido. Objasnili su da je cijeli naš život energija kojom se igramo. Uspješni pregovarači znaju da bez pregovora nema ni jedne uspješne suradnje. Cilj svakog pregovaranja je pozitivan ishod za sve sudionike pregovora. U bilo kojem neslaganju tijekom pregovora, strane teže postići najbolji mogući ishod za svoj položaj. Kako bi pregovori završili što pozitivnije i zaposlenici, kao i poduzeća, ostvarili uspješne rezultate, svako poduzeće mora ulagati u pregovaračke i komunikacijske vještine svojih zaposlenika.
Abstract (english)
Negotiation is one of the oldest human skills. Every person negotiates from a young age, often without even realizing it. The fact is that individuals negotiate almost daily, whether it is in a store, at a market, at home with loved ones, or at work regarding significant and important matters. Negotiation is defined as a communication process aimed at resolving conflicts of interest between two or more negotiating parties. Negotiations are one of the most popular conflict resolution strategies and are often used even in situations where there is no conflict attempting to reconcile existing differences between negotiators. This process aims to reach an agreement or compromise while avoiding disputes or arguments. Various negotiation strategies are employed during negotiations, but the tactical aspect, which can be very dynamic, plays the most crucial role. Some authors have likened negotiation skills to martial arts, such as aikido, explaining that our entire life is the energy we play with. Successful negotiators understand that there is no successful collaboration without negotiation. The goal of every negotiation is a positive outcome for all negotiation participants. In any disagreement during negotiations, parties strive to achieve the best possible outcome for their position. To ensure negotiations end as positively as possible and that employees and companies achieve successful results, every organization must invest in the negotiation and communication skills of its employees.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:403476
Study programmeTitle: Financial Management
Study programme type: university
Study level: undergraduate
Academic / professional title: sveučilišni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (sveučilišni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2023-12-18 07:47:39