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undergraduate thesis
Pripreme za pregovore
2017. urn:nbn:hr:145:346822
Kasun, Tena
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Marketing

Cite this document

Kasun, T. (2017). Pripreme za pregovore (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:145:346822

Kasun, Tena. "Pripreme za pregovore." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2017. https://urn.nsk.hr/urn:nbn:hr:145:346822

Kasun, Tena. "Pripreme za pregovore." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2017. https://urn.nsk.hr/urn:nbn:hr:145:346822

Kasun, T. (2017). 'Pripreme za pregovore', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 12 January 2025, https://urn.nsk.hr/urn:nbn:hr:145:346822

Kasun T. Pripreme za pregovore [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2017 [cited 2025 January 12] Available at: https://urn.nsk.hr/urn:nbn:hr:145:346822

T. Kasun, "Pripreme za pregovore", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2017. Available at: https://urn.nsk.hr/urn:nbn:hr:145:346822

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Metadata
TitlePripreme za pregovore
Title (english)PREPARATION FOR NEGOTIATIONS
AuthorTena Kasun
MentorHelena Štimac (mentor)
Committee memberHelena Štimac (predsjednik povjerenstva)
Committee memberSanja Pfeifer (član povjerenstva)
Committee memberJosipa Mijoč (član povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Marketing)
Osijek
Defense date and country2017-09-21, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Pregovaranje je širok i nezaobilazan pojam, kako u privatnome životu i svakodnevnoj komunikaciji, tako i u poslovnome svijetu. Rad je fokusiran na poslovno pregovaranje, koje je složen proces u kojem razmjenjujemo informacije sa sugovornicima u svrhu postizanja željenog cilja. U ovome radu razmatraju se glavni aspekti pregovaranja, komunikacije, pregovaračkih vještina i sposobnosti, kao značajki jednog od ključnih poslovnih procesa. Suvremeno poslovanje jakom konkurencijom i stalnim promjenama teži ostvarenju veće dodane vrijednosti za kupce. Kako bi se pregovorima postigla win-win situacija, u kojoj će sve strane biti zadovoljne, potrebno se prije pregovora dobro pripremiti, kako bi sam proces pregovaranja tekao glatko. Prilikom pripreme za pregovore moramo odgovoriti na pitanja kao što su: ciljevi pregovora, očekivan ishod, posljedice pregovora, vlastite i tuđe snage, te moguće rezervne pozicije. Tajna uspjeha leži u tome da se pri razmišljanju o vlastitim, moramo pitati i o željama i potrebama druge strane.
Abstract (english)
Negotiation is wide and unavoidable term, both in private life and everyday communication, as well as in the business world. This paper is focused on business negotiation, which is a complex process in which we exchange information with participants in negotiations, in order to achieve the desired goal. This paper discusses the main aspects of negotiation, communication, negotiating skills and competencies as features of one of the key business processes. Modern business with strong competition and constant changes strives for greater value added for customers. To achieve a win-win situation in negotiations, in which all sides will be satisfied, it is necessary to prepare yourself before the negotiations begin, so that the negotiation process can run smoothly. When preparing for the negotiations, we need to have answers for questions such as negotiation goals, expected outcome, negotiation consequences, our own and strengths of the other side, and possible backup positions. The secret of success lies in the fact that, when we thinking about a personal wishes, we must also be aware of wishes and needs of the other side.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:346822
Study programmeTitle: professional study commerce
Study programme type: professional
Study level: undergraduate
Academic / professional title: stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2017-10-26 11:48:41