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master's thesis
Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme
2019. urn:nbn:hr:192:604040
Dugi, Patricija
University of Rijeka
Faculty of Economics and Business

Cite this document

Dugi, P. (2019). Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme (Master's thesis). Rijeka: University of Rijeka, Faculty of Economics and Business. Retrieved from https://urn.nsk.hr/urn:nbn:hr:192:604040

Dugi, Patricija. "Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme." Master's thesis, University of Rijeka, Faculty of Economics and Business, 2019. https://urn.nsk.hr/urn:nbn:hr:192:604040

Dugi, Patricija. "Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme." Master's thesis, University of Rijeka, Faculty of Economics and Business, 2019. https://urn.nsk.hr/urn:nbn:hr:192:604040

Dugi, P. (2019). 'Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme', Master's thesis, University of Rijeka, Faculty of Economics and Business, accessed 03 April 2025, https://urn.nsk.hr/urn:nbn:hr:192:604040

Dugi P. Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme [Master's thesis]. Rijeka: University of Rijeka, Faculty of Economics and Business; 2019 [cited 2025 April 03] Available at: https://urn.nsk.hr/urn:nbn:hr:192:604040

P. Dugi, "Iskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme", Master's thesis, University of Rijeka, Faculty of Economics and Business, Rijeka, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:192:604040

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Metadata
TitleIskustvo kao čimbenik uspješnog poslovnog pregovaranja u industriji zaštitne opreme
Title (english)Experience as a factor of successful business negotiation in the protective equipment industry
AuthorPatricija Dugi
MentorTomislav Galović (mentor)
Committee memberTomislav Galović (predsjednik povjerenstva)
Committee memberHeri Bezić (član povjerenstva)
Committee memberAna Štambuk (član povjerenstva)
GranterUniversity of Rijeka
Faculty of Economics and Business
Rijeka
Defense date and country2019-09-23, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Abstract
Pregovaranje je proces kojim pregovaračke strane pokušavaju ostvariti svoje ciljeve. Kako bi se ciljevi kvalitetnije i brže ostvarili tijekom pregovora, potrebno je iskustvo. Čestim pregovaranjem s različitim ciljevima stvara se znanje, a analizom stečenog znanja saznaje se koji su aspekti i odluke imali pozitivan, a koji negativan utjecaj. Prepoznavanjem utjecaja pojedinih konstatacija na pregovore stječe se iskustvo koje služi u budućim pregovorima kako bi odluke koje se donose u budućnosti... More bile bolje i doprinijele uspješnosti poslovanja. Ovaj rad analizira cijeli proces poslovnog pregovaranja, od pripreme do realizacije. Naglasak se stavlja na iskustvo i ključne elemente pripreme kao glavne adute za uspješno poslovno pregovaranje. Poslovno pregovaranje u industriji zaštitne opreme specifično je zbog činjenice da pregovarači moraju biti upoznati sa svojim proizvodom i znati pregovarati kako bi lakše ostvarili svoj cilj. Iskustvo igra veliku ulogu u ovoj situaciji, jer prepoznavanjem tijeka pregovora, predviđanjem budućih radnji suprotne strane i ishod uvelike ovise o prethodnom iskustvu. Iskusni pregovarač znati će kako je priprema bitan faktor uz iskustvo za uspješan ishod poslovnog pregovaranja. Aktivna priprema za pregovore, pokušaj stavljanja u cipele druge strane kako bi se razumjele njihove prednosti i mane te prepoznavanje i reagiranje na promjene u pregovorima, ključ su uspješnosti poslovnog pregovaranja i osobine iskusnog pregovarača. Less
Abstract (english)
Negotiation is the process by which the negotiating parties attempt to achieve their goals. Experience is needed in order to achieve the goals better and faster during the negotiations. Frequent negotiation with different goals creates knowledge, and analysis of acquired knowledge reveals which aspects and decisions had a positive and a negative impact. By recognizing the impact of certain findings on negotiations, we gain experience that serves in future negotiations so that decisions made... More in the future are better and contribute to business success. This paper analyzes the whole process of business negotiation, from preparation to realization. Emphasis is placed on experience and key elements of preparation as a major asset for successful business negotiation. The business negotiation in the safety equipment industry is specific because of the fact that negotiators need to be familiar with their product and able to negotiate in order to achieve their goal. Experience plays a big role in this situation, because recognizing the course of negotiations, anticipating future actions by the opposite party, and the outcome depend largely on previous experience. An experienced negotiator will know that preparation is an essential factor with experience for a successful business negotiation outcome. Active preparation for negotiations, trying to put yourself in the shoes of the other parties to understand their strengths and weaknesses, and recognizing and responding to changes in negotiations are the key to successful business negotiation and the qualities of an experienced negotiator. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:192:604040
Study programmeTitle: Business Economics; specializations in: Finance and Banking, Entrepreneurship, Management, Finance and Accounting, Marketing, International Business, IT Business
Course: Finance and Banking
Study programme type: university
Study level: graduate
Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2019-12-03 17:07:03
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