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master's thesis
Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja
Diplomski rad
2024. urn:nbn:hr:145:119022
Šarić, Mateja
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek

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Šarić, M. (2024). Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : 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:145:119022

Šarić, Mateja. "Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2024. https://urn.nsk.hr/urn:nbn:hr:145:119022

Šarić, Mateja. "Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2024. https://urn.nsk.hr/urn:nbn:hr:145:119022

Šarić, M. (2024). 'Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad', Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 20 March 2025, https://urn.nsk.hr/urn:nbn:hr:145:119022

Šarić M. Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad [Master's thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2024 [cited 2025 March 20] Available at: https://urn.nsk.hr/urn:nbn:hr:145:119022

M. Šarić, "Analiza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad", Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2024. Available at: https://urn.nsk.hr/urn:nbn:hr:145:119022

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Metadata
TitleAnaliza strategija i tipova pregovarača u kontekstu poslovnog pregovaranja : Diplomski rad
Title (english)Analysis of strategies and types of negotiators in the context of business negotiation : Graduate paper
AuthorMateja Šarić
MentorHelena Štimac (mentor)
Committee memberJerko Glavaš (predsjednik povjerenstva)
Committee memberHelena Štimac (član povjerenstva)
Committee memberIvana Fosić (član povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Osijek
Defense date and country2024-09-19, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Ovaj diplomski rad se bavi ulogom tipova pregovarača pri odabiru strategije pregovaranja u poslovnom pregovaranju. Rad istražuje proces poslovnog pregovaranja, ističući njegovu ključnu ulogu u postizanju uspjeha. Proces pregovaranja se sastoji od nekoliko faza: pripreme, iznošenja prijedloga, slušanja, diskusije, pogađanja i postizanja sporazuma. Vještine pregovaranja su ključne u poslovnom okruženju jer značajno doprinose postizanju ciljeva. Važne vještine uključuju analizu problema,... More pažljivu pripremu, kontrolu emocija, učinkovitu komunikaciju, timski rad i socijalne vještine. Pravilno odabrana strategija olakšava proces pregovaranja pa time i povećava šanse za postizanje ciljeva i općenito zadovoljstvo svih strana uključenih u pregovore. Postoje različite strategije pregovaranja, kao što su strategija "tvrdog" pregovaranja, pozicijskog pregovaranja, "mekog" pregovaranja, fiktivnog pregovaranja i principijelnog pregovaranja, pri čemu je principijelna jedina koja teži cjelovitom rješenju za obje pregovaračke strane. Pregovarači se mogu svrstati u razne kategorije, primjerice dominantne, ekstrovertirane, introvertirane, glumce, nevinašca, filozofe i čuvare. U istraživačkom dijelu rada postavljene su tri hipoteze koje su testirane. Prva hipoteza, da pregovarači uglavnom biraju strategiju na temelju prethodnih iskustava, je potvrđena. Druga hipoteza, da "tvrdu" strategiju najčešće koriste dominantni tipovi pregovarača, je djelomično potvrđena. Treća hipoteza, da "meku" strategiju najčešće koriste pregovarači čuvari, također je djelomično potvrđena. Rezultati istraživanja pokazuju da različiti tipovi pregovarača u različitim pregovaračkim situacijama koriste različite strategije. Iskustvo i komunikacijske vještine su istaknute kao ključne za postizanje uspjeha u pregovaranju. Less
Abstract (english)
This thesis addresses the role of negotiator types in the selection of negotiation strategies in business negotiations. It examines the business negotiation process, highlighting its crucial role in achieving success. The negotiation process consists of several stages: preparation, proposal presentation, listening, discussion, bargaining, and reaching an agreement. Negotiation skills are essential in a business environment as they significantly contribute to achieving goals. ... More Important skills include problem analysis, careful preparation, emotional control, effective communication, teamwork, and social skills. A properly chosen strategy facilitates the negotiation process and thus increases the chances of achieving goals and the overall satisfaction of all parties involved in the negotiations. There are different negotiation strategies, such as "hard" negotiation, positional negotiation, "soft" negotiation, phantom negotiation, and principled negotiation, with the latter being the only one that aims for a comprehensive solution for both negotiating parties. Negotiators can be categorized into various types, such as dominant, extroverted, introverted, actors, innocents, philosophers, and guardians. In the research part of the thesis, three hypotheses were tested. The first hypothesis, that negotiators primarily choose a strategy based on previous experiences, was confirmed. The second hypothesis, that the "hard" strategy is most often used by dominant types of negotiators, was partially confirmed. The third hypothesis, that the "soft" strategy is most often used by guardian negotiators, was also partially confirmed. The research results show that different types of negotiators use different strategies in different negotiation situations. Experience and communication skills are highlighted as key to achieving success in negotiations. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:119022
Study programmeTitle: Marketing
Study programme type: university
Study level: graduate
Academic / professional title: SVEUČILIŠNI MAGISTAR/MAGISTRA EKONOMIJE (SVEUČILIŠNI MAGISTAR/MAGISTRA EKONOMIJE)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2025-02-03 07:28:15
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