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master's thesis
PREGOVARAČKE TAKTIKE KOD PODUZETNIKA
Diplomski rad
2021. urn:nbn:hr:145:312811
Miličić, Magdalena
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Management, Organization and Entrepreneurship

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Miličić, M. (2021). PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : 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:145:312811

Miličić, Magdalena. "PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2021. https://urn.nsk.hr/urn:nbn:hr:145:312811

Miličić, Magdalena. "PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2021. https://urn.nsk.hr/urn:nbn:hr:145:312811

Miličić, M. (2021). 'PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad', Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 02 April 2025, https://urn.nsk.hr/urn:nbn:hr:145:312811

Miličić M. PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad [Master's thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2021 [cited 2025 April 02] Available at: https://urn.nsk.hr/urn:nbn:hr:145:312811

M. Miličić, "PREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad", Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2021. Available at: https://urn.nsk.hr/urn:nbn:hr:145:312811

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Metadata
TitlePREGOVARAČKE TAKTIKE KOD PODUZETNIKA : Diplomski rad
Title (english)NEGOTIATION TACTICS IN ENTREPRENEURS : Graduate paper
AuthorMagdalena Miličić
MentorLjerka Sedlan König (mentor)
Committee memberJulia Perić (predsjednik povjerenstva)
Committee memberSunčica Oberman Peterka (član povjerenstva)
Committee memberLjerka Sedlan König (član povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Management, Organization and Entrepreneurship)
Osijek
Defense date and country2021-09-23, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Economics of Entrepreneurship
Abstract
Poduzetnici prilikom sklapanja poslovnih dogovora primjenjuju taktike pregovaranja koje podrazumijevaju tehnike preko kojih se postiže cilj pregovaranja. Svrha rada je pokazati raznolikost i važnost primjene pregovaračkih taktika prilikom poslovnih pregovaranja te ponuditi savjete kako ih prepoznati kod sugovornika. Također, ponuđena su i rješenja, odnosno prikladni odgovori na pregovaračke taktike kod poduzetnika. Teorijska podloga diplomskog rada vezana je uz pojmove koji se koriste u... More pregovaranju te veliki broj mogućih pregovaračkih taktika – kadrovske uloge, taktike poigravanja, visoki pritisak, osobni napadi... i protu taktika koje su objašnjene na primjerima. Empirijski dio je napravljen kroz četiri intervjua sa poduzetnicima i poduzetnim osobama uz pomoć kojih je donesen zaključak o tome koliko su ispitanici upoznati sa pregovaračkim taktikama i u kojoj mjeri ih koriste u praksi. Prema istraživanju, pregovaračke taktike su vrlo raširene u primjeni iako poduzetnici često ne razmišljaju o njima kao o sredstvu korištenom za postizanje dogovora. Provedeno istraživanje kao i teorijska podloga korisni su za poduzetnike koji svakodnevno poslovno pregovaraju kako bi uspješnije koristili pregovaračke taktike te ih prepoznali kod svojih sugovornika. Na osnovu provedenog istraživanja zaključeno je kako teorijsko znanje ali i iskustvo o pregovaračkim taktikama može utjecati na postizanje dogovora kod poduzetnika. Less
Abstract (english)
When concluding business agreements, entrepreneurs apply negotiation tactics that include techniques through which the goal of negotiation is achieved. The purpose of the thesis is to point out the difference and the importance of the application of negotiation tactics in the occasion of business negotiations and to offer advice on how to recognize them in conversation with an interlocutor. Solutions, that is appropriate answers to the negotiation tactics are also offered. The... More theoretical background of the thesis is tied to terms used in negotiation and a number of possible negotiation tactics - personnel roles, play tactics, high pressure, personal attacks... and counter tactics which are explained with examples. Empirical part is made through four interviews with entrepreneurs with whose help the conclusion, about how much the people questioned are familiar with negotiation tactics and to what degree do they use them, was made. According to research, negotiation by tactics are widespread in use, though entrepreneurs usually don't think of them as a tool used for reaching an agreement. The conducted research, like the theoretical background is useful for entrepreneurs, who daily negotiate for business in order to use negotiation tactics more successfully and recognize them in their interlocutors. On the basis of a more modest, conducted research it is concluded that theoretical knowledge, and experience with negotiation tactics can have an influence on reaching an agreement between entrepreneurs. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:312811
Study programmeTitle: Entrepreneurship
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 on2022-04-29 06:48:16
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