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undergraduate thesis
Uloga moći u pregovaranju
2015. urn:nbn:hr:143:976453
Dujić, Andrea
Šibenik University of Applied Sciences
Management

Cite this document

Dujić, A. (2015). Uloga moći u pregovaranju (Undergraduate thesis). Šibenik: Šibenik University of Applied Sciences. Retrieved from https://urn.nsk.hr/urn:nbn:hr:143:976453

Dujić, Andrea. "Uloga moći u pregovaranju." Undergraduate thesis, Šibenik University of Applied Sciences, 2015. https://urn.nsk.hr/urn:nbn:hr:143:976453

Dujić, Andrea. "Uloga moći u pregovaranju." Undergraduate thesis, Šibenik University of Applied Sciences, 2015. https://urn.nsk.hr/urn:nbn:hr:143:976453

Dujić, A. (2015). 'Uloga moći u pregovaranju', Undergraduate thesis, Šibenik University of Applied Sciences, accessed 15 December 2024, https://urn.nsk.hr/urn:nbn:hr:143:976453

Dujić A. Uloga moći u pregovaranju [Undergraduate thesis]. Šibenik: Šibenik University of Applied Sciences; 2015 [cited 2024 December 15] Available at: https://urn.nsk.hr/urn:nbn:hr:143:976453

A. Dujić, "Uloga moći u pregovaranju", Undergraduate thesis, Šibenik University of Applied Sciences, Šibenik, 2015. Available at: https://urn.nsk.hr/urn:nbn:hr:143:976453

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Metadata
TitleUloga moći u pregovaranju
Title (english)ROLE OF POWER IN NEGOTIATION
AuthorAndrea Dujić
MentorIvica Poljičak (mentor)
Committee memberGina Lugović
Committee memberMili Razović
Committee memberIvica Poljičak
GranterŠibenik University of Applied Sciences
(Management)
Šibenik
Defense date and country2015-09-28, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Da 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.
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.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:143:976453
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 useLicence Attribution-NonCommercial-NoDerivs 3.0 Unported (CC BY-NC-ND 3.0) icon
Created on2016-02-22 09:16:14