undergraduate thesis
ROLE OF POWER IN NEGOTIATION

Andrea Dujić
Metadata
TitleUloga moći u pregovaranju
AuthorAndrea Dujić
Mentor(s)Ivica Poljičak (thesis advisor)
AbstractDa bi se sporazumi uspješno sklopili svaki pregovarač mora biti upoznat s pojmom moći. Svaka osoba posjeduje moć, ali je bitno znati koristiti i raspolagati s moći pregovaranja koju posjedujemo. Koliko će pregovori biti uspješni ovisi isključivo o samom čovjeku, odnosno o njegovom znanju o moći, o efikasnom korištenju moći, o prilagođavanju svoje moći s moći druge strane. Moć se najbolje može mjeriti u korištenju metoda, odnosno agresivnih metoda u slučaju distributivnog pregovaranja ili onih metoda koje pomažu pregovaraču da ostvari svoje ciljeve koji neće biti na štetu druge strane - integrativno pregovaranje. Svaki pregovarač trebao bi poznavati strategiju prodornog pregovaranja tj pet temeljnih načela pregovaranja koji činu vodilju uspješnog pregovaranja. Također ono pregovaraču omogućuje da teškog oponenta istovremeno pretvore u partnera pomoću kojeg će se ostvariti pregovore koji će zadovoljiti interese obiju strana.
Keywordsnegotiation power principles of negotiation
Parallel title (English)ROLE OF POWER IN NEGOTIATION
Committee MembersGina Lugović
Mili Razović
Ivica Poljičak
GranterVeleučilište u Šibeniku
Lower level organizational unitsMenadžment
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 date2015-09-28
Parallel abstract (English)To successfully conclude the agreement every negotiator must be familiar with the concept of power. Every person has the power, but it is important to know how to use and dispose with power that one possess. Will the negotiation be successful depends entirely on the person and his knowledge about power, of the efficient use of power and adjusting it's power with the other side's power. The power can best be measured through the use of methods, or aggressive methods in the case of distributive negotiation or even those methods that help the negotiator to accomplish it's objectives which will not be to the detriment of the other side, integrative negotiation. Each negotiator should know the strategy of penetrating the negotiation, i.e., the five basic principles of negotiation as a guidelines of a successful negotiation. Furthermore it enables achieving negotiation that will meet the interests of both sides by turning the hard opponent to the actual partner.
Parallel keywords (Croatian)pregovaranje moć načela pregovaranja
Resource typetext
Access conditionOpen access
Terms of usehttp://creativecommons.org/licenses/by-nc-nd/3.0/hr/
URN:NBNhttps://urn.nsk.hr/urn:nbn:hr:143:976453
CommitterNives Paškov Milošević