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master's thesis
Pregovaračke vještine u prodajnom procesu
Slavonski Brod: College of Slavonski Brod, 2015. urn:nbn:hr:174:800423
Simić, Sanja
College of Slavonski Brod
Social Department

Institutional repository: Repository of College of Slavonski Brod

Cite this document

Simić, S. (2015). Pregovaračke vještine u prodajnom procesu (Master's thesis). Slavonski Brod: College of Slavonski Brod. Retrieved from https://urn.nsk.hr/urn:nbn:hr:174:800423

Simić, Sanja. "Pregovaračke vještine u prodajnom procesu." Master's thesis, College of Slavonski Brod, 2015. https://urn.nsk.hr/urn:nbn:hr:174:800423

Simić, Sanja. "Pregovaračke vještine u prodajnom procesu." Master's thesis, College of Slavonski Brod, 2015. https://urn.nsk.hr/urn:nbn:hr:174:800423

Simić, S. (2015). 'Pregovaračke vještine u prodajnom procesu', Master's thesis, College of Slavonski Brod, accessed 19 December 2024, https://urn.nsk.hr/urn:nbn:hr:174:800423

Simić S. Pregovaračke vještine u prodajnom procesu [Master's thesis]. Slavonski Brod: College of Slavonski Brod; 2015 [cited 2024 December 19] Available at: https://urn.nsk.hr/urn:nbn:hr:174:800423

S. Simić, "Pregovaračke vještine u prodajnom procesu", Master's thesis, College of Slavonski Brod, Slavonski Brod, 2015. Available at: https://urn.nsk.hr/urn:nbn:hr:174:800423

Metadata
TitlePregovaračke vještine u prodajnom procesu
Title (english)Negotiation skills in the sales process
AuthorSanja Simić
MentorVišnja Bartolović (mentor)
Committee memberMilan Stanić
Committee memberVišnja Bartolović
Committee memberZdravko Stipetić
GranterCollege of Slavonski Brod
(Social Department)
Slavonski Brod
Defense date and country2015-09-30, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Pregovaranje je jedna od menadžerskih vještina koja je svakodnevno prisuutna u poslovnim procesima poduzeća. Komunicirajući sa drugima menadžeri pregovaraju o najpovoljnijim uvjetima za organizaciju i njene pripadnike. Neovisno da li menadžer zagovara jednu od strategija više od druge, mora poznavati obje i s njima uspješno pregovarati. Integrativno pregovaranje je dugoročnije i bolje za organizaciju, ali i na distributivno pregovaranje dobar menadžer mora znati odgovoriti dobrom taktikom te ju onda okrenuti u svoju korist. U distibutivnom pregovaranju česta pojava je konflikt u pregovorima stoga je od iznimne važnosti obučiti pregovarača metodama upravljanja konfliktom kako bi situaciju smirio i pretvorio u integrativni pregovarački proces.
Abstract (english)
Negotiation is one of the management skills that every present as well in the enterprise business processes. Communicating with other managers negotiate the most favorable conditions for the organization and its members. Whether manager advocating one strategy over the other, must be familiar both with them successfully negotiate. Integrative negotiation of a longer term and better for the organization but also the distribution negotiating a good manager must be able to answer a good tactic and it then turn the tables. In distributive bargaining frequent conflict in the negotiations is therefore of utmost importance to train negotiators methods of conflict management to the situation calmed down and turned into an integrative negotiation process.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:174:800423
Study programmeTitle: Professional graduate study program in Management
Study programme type: professional
Study level: specialist graduate
Academic / professional title: stručni/a specijalist/ specijalistica ekonomije (stručni/a specijalist/ specijalistica ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2016-03-02 13:10:16