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DEVELOPMENT IN HEAVY SITUATIONS
Nikolina Jelić (2018)
Polytechnic of Sibenik
Management
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Jelić, N. (2018). PREGOVARANJE U TEŠKIM SITUACIJAMA (Undergraduate thesis). Retrieved from https://urn.nsk.hr/urn:nbn:hr:143:707596

Jelić, Nikolina. "PREGOVARANJE U TEŠKIM SITUACIJAMA." Undergraduate thesis, Polytechnic of Sibenik, 2018. https://urn.nsk.hr/urn:nbn:hr:143:707596

Jelić, Nikolina. "PREGOVARANJE U TEŠKIM SITUACIJAMA." Undergraduate thesis, Polytechnic of Sibenik, 2018. https://urn.nsk.hr/urn:nbn:hr:143:707596

Jelić, N. (2018). 'PREGOVARANJE U TEŠKIM SITUACIJAMA', Undergraduate thesis, Polytechnic of Sibenik, accessed 20 February 2019, https://urn.nsk.hr/urn:nbn:hr:143:707596

Jelić N. PREGOVARANJE U TEŠKIM SITUACIJAMA [Undergraduate thesis]. Šibenik: Polytechnic of Sibenik; 2018 [cited 2019 February 20] Available at: https://urn.nsk.hr/urn:nbn:hr:143:707596

N. Jelić, "PREGOVARANJE U TEŠKIM SITUACIJAMA", Undergraduate thesis, Polytechnic of Sibenik, Šibenik, 2018. Available at: https://urn.nsk.hr/urn:nbn:hr:143:707596

Metadata
TitlePREGOVARANJE U TEŠKIM SITUACIJAMA
AuthorNikolina Jelić
Mentor(s)Ivica Poljičak (thesis advisor)
Abstract
U radu se obrađuje tema pregovaranje u teškim situacijama. Pregovaranje je jedna od najstarijih ljudskih aktivnosti koja se i danas upotrebljava gotovo svakodnevno, iako je proučavanje pregovaranja započelo šezdesetih šezdesetih godina dvadesetog stoljeća. Pregovaranje je univerzalni proces te je primjenjiv u mnogo različitih životnih situacija. Cilj svakog pregovarača treba biti razumijevanje. Rezultat pregovaranja u teškim situacijama nemoguće je predvidjeti, ali dobri pregovarači mogu nadjačati protivnika pri čemu koriste upravo njegovo oružjem kako bi ostvarili vlastiti cilj. Teška situacija može biti konflikt ili oštro neslaganje te suprotstavljanje interesa, ideja itd. koje može uključivati percipirano razilaženje interesa. Mogući predmeti sukoba se razlikuju po svojoj prirodi, značaju i stilu. U radu će se osvrnuti na poslovne situacije u kojima se primjenjuju dvije osnovne metode pregovaranja, a to su distributivna i integrativna metoda. Distributivno pregovaranje je konkurentsko, odnosno autoritetno pregovaranje u kojem jedna strana svim silama nastoji pobijediti na štetu suprotne strane. Integrativno pregovaranje je pristup u kojem obje strane teže zadovoljavanju i vlastitih i suparničkih želja te obje strane svojim ponašanjem tijekom pregovora nastoje postići obostrano zadovoljstvo rezultatima pregovora.
Keywordsnegotiating difficult situations negotiating phases profound negotiation
Parallel title (English)DEVELOPMENT IN HEAVY SITUATIONS
Committee MembersGina Lugović (committee chairperson)
Ivana Kardum Goleš (committee member)
Ivica Poljičak (committee member)
GranterPolytechnic of Sibenik
Lower level organizational unitsManagement
PlaceŠibenik
StateCroatia
Scientific field, discipline, subdisciplineSOCIAL SCIENCES
Economics
Organization and Management
Study programme typeprofessional
Study levelundergraduate
Study programmeManagement; specializations in: Tourism Management, Information Management
Study specializationTourism Management
Academic title abbreviationbacc.oec.
Genreundergraduate thesis
Language Croatian
Defense date2018-09-28
Parallel abstract (English)
This paper discusses the topic of negotiation in difficult situations. Negotiation is one of the oldest human activities that is still practiced almost daily, although the study of bargaining began in the sixties of the twentieth century. Negotiation is a universal process and is applicable to many different life situations. The goal of each negotiator should be understanding. The outcome of bargaining in difficult situations is impossible to predict, but good negotiators can overrun the opponent by using his weapon exactly to achieve his own goal. A difficult situation can be a conflict or sharp disagreement and a conflict of interests, ideas, etc. that may involve perceived disparity of interest. Possible conflict situations differ in their nature, significance and style. This paper will look at business situations where two basic negotiation methods are applied, which are the distributive and integrative methods. Distributive bargaining is a competitive or an authoritative bargaining in which one side of all forces strives to win at the expense of the opposite. Integrative bargaining is an approach in which both sides strive to meet their own and rival desires, and both sides are trying to achieve mutual satisfaction with negotiation results during negotiations.
Parallel keywords (Croatian)pregovaranje teške situacije faze pregovaranja prodorno pregovaranje
Resource typetext
Access conditionOpen access
Terms of usehttp://rightsstatements.org/vocab/InC/1.0/
URN:NBNhttps://urn.nsk.hr/urn:nbn:hr:143:707596