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master's thesis
TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU
Diplomski rad
2022. urn:nbn:hr:145:137728
Sabolski, Anita
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Marketing

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Sabolski, A. (2022). TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad (Master's thesis). Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek. Retrieved from https://urn.nsk.hr/urn:nbn:hr:145:137728

Sabolski, Anita. "TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2022. https://urn.nsk.hr/urn:nbn:hr:145:137728

Sabolski, Anita. "TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2022. https://urn.nsk.hr/urn:nbn:hr:145:137728

Sabolski, A. (2022). 'TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad', Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 22 March 2025, https://urn.nsk.hr/urn:nbn:hr:145:137728

Sabolski A. TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad [Master's thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2022 [cited 2025 March 22] Available at: https://urn.nsk.hr/urn:nbn:hr:145:137728

A. Sabolski, "TIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad", Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2022. Available at: https://urn.nsk.hr/urn:nbn:hr:145:137728

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Metadata
TitleTIPOVI PREGOVARAČA I PITANJE ETIČNOSTI U PREGOVARANJU : Diplomski rad
Title (english)TYPES OF NEGOTIATORS AND THE ISSUE OF ETHICS IN NEGOTIATION : Graduate paper
AuthorAnita Sabolski
MentorHelena Štimac (mentor)
Committee memberJerko Glavaš (predsjednik povjerenstva)
Committee memberLjerka Sedlan König (član povjerenstva)
Committee memberHelena Štimac (član povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Marketing)
Osijek
Defense date and country2022-09-20, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Poslovno pregovaranje smatra se vrlo važnom vještinom u poslovanju jer zaposlenici s dobro razvijenom vještinom pregovaranja uvelike mogu dovesti tvrtku do unapređenja. Na tijek pregovaranja utječu brojni čimbenici, a najvažniji čimbenik su osobine pregovarača. Pregovarači mogu biti tvrdi, meki ili principijelni, ovisno o spremnosti na kompromis i ovisno o tome je li im bitan međusoban odnos. U pregovorima se upotrebljavaju razni postupci kako bi se došlo do cilja pa se tako dolazi do... More pitanja etičnosti. Pregovarači mogu koristiti neetične postupke poput laganja, prijetnji, varanja, manipuliranja, a mogu ići i poštenim putem, vodeći se istinom. Najčešćom neetičnom radnjom u poslovnom pregovaranju smatra se laganje. U konačnici, hoće li se pregovarači odlučiti upustiti u etički upitno ponašanje može ovisiti o nizu čimbenika, kao što su moć i prilike. U radu je provedeno istraživanje putem hipotetske situacije u obliku ankete. Ciljevi istraživanja rada su ispitati etičnost, način postupanja u određenoj situaciji i kompromisna rješenja, a putem toga odrediti koji ispitanik pripada kojem tipu pregovarača. U istraživanju je sudjelovalo pet ispitanika (tri žene i dva muškarca) od kojih su dva ispitanika spremna na neetične postupke (prikrivanje istine), dok ostali ispitanici zagovaraju istinu i pošten način pregovaranja, s ciljem ostvarivanja obostrane koristi. Sukladno tome, dva ispitanika su tvrdi pregovarači i koriste distributivno pregovaranje, a od preostala tri ispitanika, dva su principijelni pregovarači i jedan je meki te koriste integrativno pregovaranje. Što se tiče etičkih uvjerenja, ispitanici se koriste osobnom etikom, etikom dužnosti i etikom krajnjeg rezultata. Less
Abstract (english)
The ability to negotiate in business is considered a very important skill for business success because employees with well-developed negotiation skills can greatly contribute to company advancement. Negotiation is considered one of the most important business skills since welltrained employees can largely contribute to the advancement of a company. Negotiations are determined by many factors, and the most important factor is the characteristics of negotiator. Negotiators can be hard, soft... More or principled, depending on their willingness to compromise and on how important the interpersonal relationship is to them. In negotiations, various procedures are used in order to reach the goal and this is how the question of ethics is reached. Negotiators can use unethical procedures such as lying, threats, cheating, manipulation, but they can also follow an honest path, guided by the truth. Lying is considered the most common unethical act in business negotiations. Ultimately, whether negotiators choose to engage in ethically questionable behavior may depend on a number of factors, such as power and opportunity. In the paper, research was conducted through a hypothetical situation in the form of a questionnaire. The goals of the research paper are to examine ethics, the way of acting in a certain situation and compromise solutions, and so determine which respondent belongs to which type of negotiator. Five respondents participated in the research (three women and two men), of which two respondents are ready for unethical actions (concealing the truth), while the other respondents support the truth and a fair way of negotiating, with the aim of achieving mutual benefit. Accordingly, two respondents are hard negotiators and use distributive negotiation, and of the remaining three respondents, two are principled negotiators and one is soft and they use integrative negotiation. Regarding ethical beliefs, respondents use personal ethics, ethics of duty and ethics of the end result. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:137728
Study programmeTitle: Marketing
Study programme type: university
Study level: graduate
Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2023-05-31 12:10:38
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