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undergraduate thesis
Pregovaranje kao ključni poslovni proces
Završni rad
2019. urn:nbn:hr:145:714535
Prgomet, Marijana
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Quantitative Methods and Informatics

Cite this document

Prgomet, M. (2019). Pregovaranje kao ključni poslovni proces : 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:145:714535

Prgomet, Marijana. "Pregovaranje kao ključni poslovni proces : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2019. https://urn.nsk.hr/urn:nbn:hr:145:714535

Prgomet, Marijana. "Pregovaranje kao ključni poslovni proces : Završni rad." Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2019. https://urn.nsk.hr/urn:nbn:hr:145:714535

Prgomet, M. (2019). 'Pregovaranje kao ključni poslovni proces : Završni rad', Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 19 November 2024, https://urn.nsk.hr/urn:nbn:hr:145:714535

Prgomet M. Pregovaranje kao ključni poslovni proces : Završni rad [Undergraduate thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2019 [cited 2024 November 19] Available at: https://urn.nsk.hr/urn:nbn:hr:145:714535

M. Prgomet, "Pregovaranje kao ključni poslovni proces : Završni rad", Undergraduate thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:145:714535

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Metadata
TitlePregovaranje kao ključni poslovni proces : Završni rad
Title (english)Negotiating as a key business process : Final paper
AuthorMarijana Prgomet
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 country2019-09-09, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Pregovaranje predstavlja interdisciplinarno područje istraživanja, koje čini presjek društvenih i humanističkih znanosti. Pregovaranje, promatrano s povijesnog aspekta, predstavlja jednu od najstarijih ljudskih vještina. Svatko mora i treba pregovarati u svakom aspektu života (poslovnom, privatnom) u svrhu zadovoljenja svojih potreba i obveza. Pregovaranje predstavlja način kojim se postiže određeni cilj, koji svaki pregovarač mora definirati sam za sebe te u većini slučajeva sakriti od suprotnog pregovarača. Pregovaranje zahtjeva pregovaračke strategije, ali najvažniju ulogu igra taktički dio, kojim se brzo i vješto reagira u pregovaračkom procesu, koji može biti vrlo dinamičan. Važnu ulogu u pregovaranju ima odabir pregovaračkog koncepta. Prilikom odabira pregovaračkog koncepta mora se voditi računa o vještinama i načinu pregovaranja obiju strana, jer bi odabir određenog koncepta mogao donijeti superiornost jednoj strani u odnosu na drugu, u pregovaračkom procesu. Pregovaranje može predstavljati dugotrajan proces, koji može trajati i više od godinu dana, no, čitav pregovarački proces može biti gotov i za manje od sat vremena. Osobe se dijele na one koje vole duge pregovore s dugim pauzama između pregovora i na one koje pregovaranje žele što prije obaviti. U završnom radu je provedeno empirijsko istraživanje na 58 ispitanika, prilikom čega je ispitana njihova percepcija o pregovaranju, te njihove preferencije i reakcije kada se nađu u pregovorima.
Abstract (english)
Negotiation is an interdisciplinary area of research, which is a cross-section of social and human sciences. Negotiation, viewed from the historical point of view, is one of the oldest human skills. Everyone must and should negotiate in every aspect of life (business, private) in order to satisfy their needs and obligations. Negotiation is a way of achieving a specific goal that each negotiator has to define for himself and in most cases hide from the opposite negotiator. Negotiating the demands negotiating strategy, but the most important part of the game is the tactical part that quickly and skillfully responds to the negotiating process. An important role in negotiating has the choice of negotiating concept. The codebook of the negotiating concept must reflect on the skills and the way of negotiating both sides, since choosing a particular concept could bring superiority to one side in relation to the other in the negotiating process. Negotiation can be a lengthy process, which can last for more than a year, but the entire negotiation process can be done in less than an hour. People are sharing those who love long negotiations with long pauses between negotiations and those they want to negotiate as soon as possible. In the final paper, an empirical study was conducted on 58 respondents, examining their perception of negotiation and their preferences and reactions when negotiating.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:714535
Study programmeTitle: Business Informatics
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 originReformatted digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2021-05-07 10:19:19