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master's thesis
Muškarci vs žene u poslovnom pregovaranju
Diplomski rad
2022. urn:nbn:hr:145:713447
Vuković, Jovana
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Marketing

Cite this document

Vuković, J. (2022). Muškarci vs žene u poslovnom 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:145:713447

Vuković, Jovana. "Muškarci vs žene u poslovnom 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:145:713447

Vuković, Jovana. "Muškarci vs žene u poslovnom 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:145:713447

Vuković, J. (2022). 'Muškarci vs žene u poslovnom pregovaranju : Diplomski rad', Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 05 April 2025, https://urn.nsk.hr/urn:nbn:hr:145:713447

Vuković J. Muškarci vs žene u poslovnom pregovaranju : Diplomski rad [Master's thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2022 [cited 2025 April 05] Available at: https://urn.nsk.hr/urn:nbn:hr:145:713447

J. Vuković, "Muškarci vs žene u poslovnom 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:145:713447

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Metadata
TitleMuškarci vs žene u poslovnom pregovaranju : Diplomski rad
Title (english)Men vs women in business negotiation : Graduate paper
AuthorJovana Vuković
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 country2022-09-27, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Važnost pregovaranja postaje sve veća iz dana u dan, kako u poslovnom tako i u privatnom životu. Svakodnevno pregovaramo, a da toga nismo ni svjesni, bilo sa svojim ukućanima, radnim kolegom ili novim poslovnim partnerima. Potrebno je biti svjestan kako postoje komunikacijske vještine na kojima je poželjno svakodnevno raditi kako bi bili uspješni pregovarači jer je komunikacija od velike važnosti za same pregovore. Tijekom svog života priklanjamo se stilu pregovaranja, ali moramo dobro... More poznavati i stil pregovaranja druge osobe kako bi njegove nedostatke uzeli kao vlastitu prednost te došli do vlastitog cilja. S druge strane, veliku ulogu igra i sama priprema, kao i poznavanje pregovaračkog procesa. Kao pregovarač, poželjno je postavljati jasne ciljeve i biti fleksibilan, ne podcjenjivati sugovornike, voditi pregovore na sugovorniku razumljiv i profesionalan način, održavati visoku dozu koncentracije, profesionalnosti i razumijevanja te govoriti istinu. Stereotipi o muškim i ženskim pregovaračima postoje i dan danas, ali potrebno je upoznati se na koji način žene pregovaraju jer su sve više zastupljenije u poslovnom svijetu i nalaze se na vodećim pozicijama. Žene i muškarci koriste različite komunikacijske vještine prilikom sklapanja pregovora, ali i različite pregovaračke stilove. Žene su „na glasu“ kao asertivni pregovarači, a muškarci kao agresivni. U radu će se prikazati koje komunikacijske vještine te kakav pregovarački stil koriste muškarci, a koje žene prilikom pregovaranja. Less
Abstract (english)
The importance of negotiation is growing day by day, both in business and in private life. We negotiate every day without even realizing it, whether with our housemates, work colleagues or new business partners. It is necessary to be aware that there are communication skills that it is desirable to work on every day in order to be successful negotiators, because communication is of great importance for the negotiations themselves. Throughout our life, we tend to adopt a negotiation... More style, but we must also know well the other person's negotiation style in order to take his shortcomings as their own advantage and reach their goal. On the other hand, a big role is played by the preparation itself, as well as knowledge of the negotiation process. As a negotiator, it is desirable to set clear goals and be flexible, do not underestimate the interlocutors, conduct negotiations in an understandable and professional manner, maintain a high level of concentration, speak the truth, possess a high level of concentration, professionalism and understanding. Stereotypes about male and female negotiators still exist today, but it is necessary to know how women negotiate because they are increasingly represented in the business world and are in leading positions. Women and men use different communication skills when negotiating, but also different negotiation styles. Women are "reputed" as assertive negotiators, while men are aggressive. This thesis will show which communication skills and what negotiation style which are used by men and by women. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:713447
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 on2023-05-10 15:18:52
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