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undergraduate thesis
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DEVELOPMENT IN HEAVY SITUATIONS
Nikolina Jelić (2018)
Polytechnic of Sibenik
Management
Cite this document

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 21 November 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 November 21] 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
Title (english)DEVELOPMENT IN HEAVY SITUATIONS
AuthorNikolina Jelić
MentorIvica Poljičak (mentor)
Committee memberGina Lugović (predsjednik povjerenstva)
Committee memberIvana Kardum Goleš (član povjerenstva)
Committee memberIvica Poljičak (član povjerenstva)
GranterPolytechnic of Sibenik
(Management)
Šibenik
Defense date and country2018-09-28, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
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.
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.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:143:707596
Study programmeTitle: Management; specializations in: Tourism Management, Information Management
Course: Tourism Management
Study programme type: professional
Study level: undergraduate
Academic / professional title: stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of usehttp://rightsstatements.org/vocab/InC/1.0/
Created on2018-10-12 09:36:31