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master's thesis
Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima
Rijeka: University of Rijeka, Faculty of Economics and Business, 2020. urn:nbn:hr:192:157304
Zubović, Martina
University of Rijeka
Faculty of Economics and Business

Institutional repository: Repository of the University of Rijeka, Faculty of Economics and Business

Cite this document

Zubović, M. (2020). Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima (Master's thesis). Rijeka: University of Rijeka, Faculty of Economics and Business. Retrieved from https://urn.nsk.hr/urn:nbn:hr:192:157304

Zubović, Martina. "Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima." Master's thesis, University of Rijeka, Faculty of Economics and Business, 2020. https://urn.nsk.hr/urn:nbn:hr:192:157304

Zubović, Martina. "Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima." Master's thesis, University of Rijeka, Faculty of Economics and Business, 2020. https://urn.nsk.hr/urn:nbn:hr:192:157304

Zubović, M. (2020). 'Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima', Master's thesis, University of Rijeka, Faculty of Economics and Business, accessed 29 April 2024, https://urn.nsk.hr/urn:nbn:hr:192:157304

Zubović M. Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima [Master's thesis]. Rijeka: University of Rijeka, Faculty of Economics and Business; 2020 [cited 2024 April 29] Available at: https://urn.nsk.hr/urn:nbn:hr:192:157304

M. Zubović, "Pregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima", Master's thesis, University of Rijeka, Faculty of Economics and Business, Rijeka, 2020. Available at: https://urn.nsk.hr/urn:nbn:hr:192:157304

Metadata
TitlePregovaračko iskustvo poduzeća kao čimbenik uspješnog nastupa na sajmovima
Title (english)Exhibitor's negotiation experience as an important factor of successful negotiations at fairs
AuthorMartina Zubović
MentorTomislav Galović (mentor)
Committee memberTomislav Galović (predsjednik povjerenstva)
Committee memberHeri Bezić (član povjerenstva)
Committee memberAna Štambuk (član povjerenstva)
GranterUniversity of Rijeka
Faculty of Economics and Business
Rijeka
Defense date and country2020-06-26, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Abstract
Pregovaranje na sajmovima podrazumijeva poznavanje specifičnosti o sajmovima na kojima poduzeće želi izlagati, dobru komunikaciju s organizatorom, posjetiteljima i drugim izlagačima na sajmu. Svaki sajam ima svoje karakteristike i svoja pravila koje poduzeće mora uvažavati i poštivati, ali istovremeno pojedinac ili tim koji pregovara u ime poduzeća treba znati gdje i kako može ispregovarati najbolje uvjete izlaganja, kako bi u konačnici nastup protekao uspješno. Poduzeće prije pregovora s organizatorom o uvjetima izlaganja treba znati što želi postići sa svojim nastupom na sajmu. Poželjno je da su predstavnici poduzeća u pregovorima stručni i da posjeduju određena iskustva vezano uz sajmove. Ovaj rad pokazuje što je sve uključeno u poslovne pregovore između poduzeća koje nastupa na sajmu i organizatora sajma. Analiziraju se pripreme izlagača prije nastupa na sajmu i karakteristike pregovora na sajmovima. U radu je prikazana i perspektiva poslovnog pregovaranja na sajmovima u Republici Hrvatskoj. Dane su preporuke poduzećima za buduće nastupe na sajmovima, gdje i kako mogu uštedjeti vrijeme i novac, te kada prilikom pregovora trebaju inzistirati na svojim zahtjevima, a kada pristati na kompromis.
Abstract (english)
Negotiating fairs involves knowing the specifics of fairs at which the company wants to exhibit, good communication with the organizer, visitors and other exhibitors at the fair. Each fair has its own characteristics and rules that the company must respect and abide by, but at the same time, the individual or the team negotiating on behalf of the company needs to know where and how to negotiate the best conditions of exposure, so that ultimately the performance will be successful. Before negotiating with the organizer about the exhibition conditions, the company needs to know what it wants to achieve with its appearance at the fair. It is desirable that the representatives of the companies in the negotiations are expert and have some experience in relation to trade fairs. This paper explores what business negotiations between the participating companies and the organizers of the fair involve. The preparations of the exhibitors prior to their appearance at the fair and the characteristics of the negotiations at the fairs are analyzed. The paper also presents the perspective of business negotiation at fairs in the Republic of Croatia. Recommendations are given to companies for future appearances at fairs, where and how they can save time and money, and when they need to insist on their demands when negotiating and when to agree to a compromise.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:192:157304
Study programmeTitle: Business Economics; specializations in: Finance and Banking, Entrepreneurship, Management, Finance and Accounting, Marketing, International Business, IT Business, International Business IT Business
Course: Entrepreneurship
Study programme type: university
Study level: graduate
Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2020-10-22 08:23:57