seminarski rad - poslovno pregovaranje (ispravljeno)
TRANSCRIPT
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
1/25
Poslovno pregovaranje
SADRAJ
SADRAJ............................................................................................................................11.UVOD...........................................................................................................................2
2.ELEMENTI PREGOVARANJA..................................................................................32.1. SUTINA I CILJ PREGOVARANJA.................................................................33. DILEME PREGOVARAA.......................................................................................4
3.1. VIESTRANI PREGOVORI...............................................................................44. NAIN PREGOVARANJA........................................................................................5
4.1. FAKTORI MOI U PREGOVARANJU.............................................................55. STRATEGIJE PREGOVARANJA.............................................................................66. KARAKTERISTIKE MEUNARODNOG PREGOVARANJA...............................!!. PRAVILA PREGOVARANJA..................................................................................."". PSI#OLOKI TIPOVI PREGOVARAA...............................................................12
".1. D$%&'(')'& *+,-$(+(/& .....................................................................................12
".2. E0)+$,+)&+('& *+,-$(+(/& ................................................................................12".3. I')+$,+)&+('& , *+,-$(+(/& ..............................................................................12".4. N,&'((............................................................................................................12".5. G%& ................................................................................................................12".6. F&$$7 *+,-$(+(/..............................................................................................13".!. (+& .................................................................................................................13
8. PREGOVARAKE FA9E........................................................................................131:. TAKTIKE I TE#NIKE PREGOVARANJA...........................................................15
1:.1. P+$7,&$'(', )(0)&0,.........................................................................................151:.2. A-+,&', )(0)&0,..............................................................................................1!
11. OSNOVNE METODE PREGOVARANJA............................................................18
12. POSE;AN OSVRT < ULAGANJE U RA9VOJ I IRENJE PROI9VODNI#KAPACITETA..............................................................................................................2213.9AKLJUAK...........................................................................................................2414. LITERATURA........................................................................................................25
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
2/25
Poslovno pregovaranje
1.UVOD
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
$0(+(0),+&()& 0($ *+,-$(+('=,1
.
P+,-$(+('=, =, *+$, 0$=& $?()( *+,(&(B,'=, +(&0( *$/,)'& *$&&=()+('( *$$'&% *+,-$$+&%( &= *$)&('=( %,$?', (-('$)&. P+,-$(+('=,=, *$)&('=, &=,( 0$=, %$ *$)(&&.
P+,-$$+& *+,@)(=(= *+$, 0$=& 0=/,', @&=, && &, )+('(0$=, ),B,*$)&('= *$+(%( && +=,(('=( *+$?,%(. N(/&' $*$,'=( *),% 0$=,- @&=, && &,$$?( '()$=, @( '(*+&=,@, $=, *$=,@&'(/', &'),+,, (=,@'&/0&% @=,$('=,%.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
3/25
Poslovno pregovaranje
2.ELEMENTI PREGOVARANJA
MINIMUM DVIJE STRANE SUKO; INTERESA DO;ROVOLJNOST MATERIJALNI ASPEKT PSI#OLOKI ASPEKT HCJENKANJE
2.1. SUTINA I CILJ PREGOVARANJA
U*=,'$ @$-$$+,' *$($> && (+(@'=(. T$ *$@+(%&=,(> @( @&=, && &,
)+('( *+,-$$+&%( (@$$=', 0+(='=&% &$@$%. 9?$- 0+(='=,- &$@( & *$=,@&(0$=, *+$&$@&> *$$'$ *+,-$(+('=, & -$$+ 0($ +,)() *+,-$(+('=(>%$- ?&)'$ $@+,@&)& @?&' 7&+%,> *,'$) '=,'$- *$$('=( & @(=& $*)('(0.
P$)$=, @( $*)( *+&)*( *+,-$(+('=
1.P$&&$'& && @&)+&?)&'&
2.P+&'&*&=('& && &'),-+()&'&.
P$&&$'& && @&)+&?)&'& U $'$& $$- *+&)*( =, )$ @( (0( )+('( ),B& @(
%(0&%&&+( $*),', 0$+&)&. M,)&% +,)() =, &-+( ( ')$% %$%. P$/,)'&*+&=,@$- (0$- *+,-$(+(/( =, '=,-$( &@,('( *$&&=(. S(0& *+,-$(+(/ )(0$,+ &%( &0$'(/' && 0+(='= )(/0 *+,-$$+&%(> 0$=( $'(/(( '(='&B& *+&()=& &$@*+,-$$+(. A0$ &%, *$/,)', )(/0, =,@'$- *+,-$(+(/( & 0$'(/', )(/0, @+-$-*+,-$(+(/( ',%( *+,0(*('=(> ',, ?&)& '& *+,-$$+(. P+,-$(+(/& , '(@%, $0$ )$-(0(0$ , ?&)& +(*$@=,=,'( ',0( 7&0'( +&=,@'$). K=/'$ *&)('=, 0$=( , *$)(=( @&)+&?)&'&% *+,-$$+&%( 0$=( , )+(', @$?&)& , +&=,@'$). U @&)+&?)&'&%*+,-$$+&%( ',%$-, =, *+(&)& 0$%*+$%&, '( $'$ +(&/&)& *+,7,+,'&=(. P$)$ ,*+,-$(+( (%$ $ =,@'$= )(0&> ',)$ )$ =,@'( )+('( &$0$ +,@'=, ', %$B, @( ,+(%&=,'& ( ',)$ @+-$ )$ &$0$ +,@'=, @+-( )+('(. P+$)$+ ( @$-$$+ =,$-+('&/,'> $@'$'$ B,' =, %(',(+0& *+$)$+ ( *+$'((B,'=, 0+,()&'& +,,'=(.
P+&'&*&=,'& *+,-$$+& && &'),-+()&'& P+&'&*&=,'$ *+,-$(+('=, =, ?(&+('$ '(&@,=& @( &=,& *+,-$(+(/( '& $?(,'$ ',0$%*()&?&'&. T+(-( , ( +=,,'=,% 0$=, ?&?&$ &'),+, $?=, )+(',. P$0(= @( , $@$=, *&)('=( & (+-%,')& $@ &/'$)& 0$=, 0=/,', *+,-$$+,.Win-win reenje.I'),-+()&'& *+,-$$+& *+,@)(=(= *+,-$$+,*+,-$(+(/& '()$=, @( $)(+, %(0&%(' 0$+&)> $@'$'$ @( ?& *$)&-& *$+(% 0$=&$@-$(+( &'),+,&%( $?,= )+('(. O(0& *+,-$$+& @$$@, @$ &)(&=, 0(@( $?=,)+(', '( @$?&)0.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
4/25
Poslovno pregovaranje
3. DILEME PREGOVARAA
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
@+B('( (-,'&=( ( ()&) B&$)', +,@&', & -+(('0& *$0+,) ($/('=, *+&+$@, &%(=&), $'$', &=,, & /,)$ (+(= @( ?& ?$0&+(& +($=', &'&&=()&,> /(0 & 0(@( , '&,0*&&)'$ @$-$$+&& $ )(0$= (+(@'=&.
K$(&&=, $0*=,', $0$ =,@'$- (=,@'&/0$- &'),+,(. K$(&&=( *+,@)(=( (, +(&/&)& ,')&),)( && *$=,@&'(( 0$=& , @+B= @( ?&$)(+&& (=,@'&/0& &=. T(0, 0$(&&=, '()(= 0(@( , *+,-$(+(/& 0$=& &%(= +(&/&),)($, $ $)(&% ),%(%( =,@&', @( ?& ',)$ $)(+&& && *+,/&& & )$ /,)$& +(&/&)& +($-(. T, -+*, &%(= +(&/&), '(/&', @( (0*, 0$(&&=.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
5/25
Poslovno pregovaranje
4. NAIN PREGOVARANJA
P+,-$(+()& , %$B, H &,% &, & ,,0)+$'0&% *),%. U (&'$)& $@ ?+$=(*+,-$(+(/( +(&0=,%$ @&=, +), *+,-$(+('=( &'@&&@('$ & )&%0$.U &'@&&@('&%*+,-$$+&%( /,)= @$=, *+,-$(+(/(. P+,-$$+&> *$ *+(&> )+(= 0+(, ( $@0, ,@$'$, ?+B,.T&%0$ *+,-$(+('=, 0=/=, &, /,'&0(> *+,-$$+& )+(= @B,> ( & (%*+$, @$'$,'=( $@0( =, *$+&=& .
T&%0$ *+,-$(+('=,> %( 0$&0$ &-,@($ 0$%*&0$('&=,> &%( & =,@'?&)' *+,@'$) $@'$ '( &'@&&@('$
@,)(=& , ?+&B=&&=, ('(&&+(=> &, /,'&0( /,)=, @,7&'&('= 0$'(/', $@0,> %$-'$) @( , /&'& *+$*) =, %('=(>
),+,) *+,-$(+('=( , +('$%=,+'&=, +(*$+,=,> *( =, & 0$',')(+(&=(*+,-$(+(/( ,(.
4.1. FAKTORI MOI U PREGOVARANJU
1. *+&+$@( & +)( +(*$$B&& &'7$+%(&=(>2. *+&)$ 0$')&))&'& $@?$+( & '=&$( *$@+0(>3. +&=,%, & +$0$&>4. (),+'()&, *$)&('= *+,@$B,'$- *$+(%(5. &/', $$?&', *+,-$(+(/(.
I'7$+%(&=, P+,-$(+(/& )+,?( @( *+&?(, &'7$+%(&=, $ $% *(+)',+> $'=,-$&%&=,&%(> )&> +,*)(&=& &)@. U (0$= &'),+(0&=&> '(+$/&)$ )(0%&/(+0$=> )$ &,('(%$ $ *(+'&0> ?$=, ,%$ *+,@&@=,)& 0(0$ , , *$'(()&.
K$')&))&'& $@?$+ & $+-('&(&$'( *$@+0( &-+(= @&=, (B', $-, *+,-$(+('=. P+$> *$%(B '(% @( @,7&'&,%$ '(, &=,,> -$$+, '(% )( =,*+&()=&$ && ', %& *$/,)', *$'@,> &=( & 0+(='=, +,. D+-$> 0$')&))&'&$@?$+& '( $=,'== 0(@( , +()&%$ ( *+,-$$+(. S@, $ '(%( '( $'$ $'$-( )$%$ *$)&-&> *( '( *+,%( )$%, '(-+(= && 0(B'=((=.
P+&)&(0 +,%,'( & +$0$( P+,-$(+('=, =, $'$& +,%,'0&
$-+('&/,'( (0)&'$). T$ '(/& @( ,&'( )*(0( , *+(& *+& &),0 +$0( ( *+,-$$+,O*&=, @$ *$+(%( A0$ &%(%$ @$?+ $*&=> $'@( ',,%$ &%()& &0(0$ $=,('=,$/(=('=( (0$ *$($ *+$*(@', &=,0 &%(%$ %$-'$) @( , +()&%$ '( ) &@,=.L&/'( %$ P+,-$(+(/& &%(= & $@+,,', &/', 0(&),), 0$=& & %$- /&'&)&%$'&=&%.O'& 0=/= ,+=&$)> @$?+$ $-&/'$ +(%&=('=,> @$?+, 0$%'&0(&=0,=,)&', 0$')(0) $/&%(> =((' -( & =(0( &/'( *$,,'$) &=,&%( @$*+&'$&.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
6/25
Poslovno pregovaranje
5. STRATEGIJE PREGOVARANJA
S)+(),-&=, *+,-$(+('=( (&, $@ )&( *+,-$(+('=( 0$=& 0(+(0),+&, '(> 0($ &'(,- $*$',')(. K$+&),'=,% &)$- *+,-$(+(/0$- )&( ', *$)&B , &=,0 & &)& +,)()&.P+$)$+,/,'$> *+&)* 0$=& +&=,@& =,@'$= &)(&=&> @+-$= %$B, ?&)& 0$')+(*+$@0)&('.S(0$ =, +(&/&) & $@'$ )$%,> +(&/&)$ *+,-$(+(. 9()'$ *+(&$ *+,-$(+('=( =, @(*=,(' *+,-$(+(/ *+&(-$(( $= *+&)* *+,-$(+(/0$% )& $- $*$',')( &'=,-$&% *$)+,?(%(. P&$$& *$0((& @( '(*+(, %$@,, 0$=& , %$- '(*+,@*+,*$'()&0(0$ ?& *$%$-& *+,-$(+(/&%( *+,-$(+(/0$% *+$,.S)&$& *+,-$(+('= %$- ?&)&
((> )(+((> (0)&&)(> %&&(>
9(&& $@ )$-( 0$=, $$?&', *+,$((= 0$@ *$=,@&'( *+$, *+,-$(+('=(.K(+(0),+&)&0, +(&/&)& *+,-$(+(/0& )&$( %$B,%$ $*&()& &%(=& $?&+ @&=,$'$', @&%,'&=,
*+(> *+,@)(=( $+&=,')&('$) '( =@, && $+&=,')&('$) '( (@()0, @+-(> (0$ && ),0$ *$)(=('=, 0$%'&0(&=, ( @+-&%(
Sluaoci
O$?, 0$=, $+&=,')&(', '( =@, & ,$%( &=,', $@'$, ( =@&%(.,)$ *$/&'= *+,-$$+, +(-$$+$% '( $*, @+),', ),%,. O'& B,, @( -$$+, $*+$?,%&%( & @( ( ?$=, *$'(= 0($ $$?. 9( '=& =, *+,-$(+('=,0$=, -+(@& *$,+,'=, & %,$?'$ +(%&=,('=,> %'$-$ &, $@ *$(. N, $, @(-$$+, =('$.O'& %$- ?&)& & +$ *$+& *+$, @$'$,'=( $@0(> (& *$=,+=&&>$*)&%&)&/'& & *$,,'& +,)() 0$=& , ?&)& @$?(+ ( $?, )+(',. N, $, *+,&%('=,+&&0( & $, &-+'$) *$. . U *+,-$(+('=> ($& , )+@, @( (@$$=, $?=,)+(',Stvaraoci
O'& ', *+,B $@ *+,0&@('=( *+,-$$+( & ?&=('=( (,. V$, @( ?@ *+&'()&> @( *+&/(=*+,@ *?&0$%> ?, $?&+( )$ %$B@( ',%(= *$=%( $ ),%&. N,0(@( , ', %$-()(&)&.
M$- ?&)& &%*&'& & @$',)& $@0 '(*+,/(. K(0$ &% & &%, 0(B,> +$ 0+,()&'&.Aktivisti-P+(0)&/'&> &-+'& ,?,> )(0%&/(+0& +(*$$B,'& & 0$%*,),')'&. O@&/'$ +J,((=*+$?,%, & '( ,?, *+,&%(= '(=,& +&&0 & $@-$$+'$). N( @+-$= )+(&' %$- ?&)&(+$-(')'&> @$%&'(')'&> ',*$,+=&&> '(%,)=&&> *+(& &/'& ?$+&. N, $?(&+ , %'$-$'( *$)+,?, @+-& =@&> ',)+*=&& & $& ($&.Mislioci
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
7/25
Poslovno pregovaranje
O'& )+(B, 7,+ & ,0$'$%&/'$ +,,'=, ( $?=, )+(',> & )$ +(@, *$+$ =,+ ),B, *,+7,0&=&.9()$ *+,-$$+&%( %$- ?&)& *$/,'& & ?,$,(='&. N, $, @( *+,&%(= +&&0,.J,@'$ *$ =,@'$ =, '=&$$ *+(&$. M&&$& %$- *$?$=()& $= 0$%'&0(&= (@+-&%( (0$ , %($ ?+(=> *+,)(' ( ?,0$'(/'&% @,)(=&('=,%> *+,% &,+&&0(& *$0(B %($ &, ?+&-, ( =@,.
P+,-$(+(/0& )&$&-+(7&/0& *+&0(
S/,=(('=, &'),+,( & -+('&, *+,-$$+(S)+(', 0$=, /,)= *+,-$$+&%( *$0()& , @( *+&?&B, $=, )($, < @$H-+('&, *+,-$$+(. T, -+('&, , )(+(= '( (=,@'&/0$= *$&&=& *+$)(=,'& )+('(.
6. KARAKTERISTIKE MEUNARODNOG PREGOVARANJA
M,'(+$@'$ *+,-$(+('=, , $?(=( *$%$ *('$(> *+$,(> )+(),-&=( &)(0)&0( +,()&'$ &/'& $'&%( 0$=& , 0$+&), *+,-$$+&%( ')(+ &)$- )+B&)(> )=.P+,-$$+&% ('( @$%(,% )+B&). O?=, +), *+,-$$+( 0(0$ '( %,'(+$@'$% )+B&))(0$ & '(@$%(,% )+B&) , &/&)& , &,> 0(0$ , *$,(( '&$ -$?(&(&=, &
&?,+(&(&=,)+B&)( & *+,@,(.K$@ %,'(+$@'$- *+,-$(+('=( )+,?( &%()& &@ =,@,, 0(+(0),+&)&0,1.S)+(', *$= +(&/&)&% (0$'0&% & *$&)&/0&% $0&+&%(. '(&$'('$% *+,
-$(+('= (0$'0& $0&+ =, &)&.2.O=,)=&$ =, '( ',$/,0&(', *+$%=,', )('=( ,%=& 0$=$= , , $?(=()&
*$$& *$&)&/0, 0+&,> +()$& & 3.K)+'& 7(0)$+& )&/ '( *+,-$$+, =,&0> *$$?'$)> *$$'( 7&$$7&=(4.K(+(0),+&)&0, *+,-$$+(
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
8/25
Poslovno pregovaranje
S)+(', *+,-$$+&%( =,+= @( %$- @( )&/ =,@'& '( @+-, *$)&('= ?$=,-+,,'=( $@ +=,,'=( 0$=, ?& , *$)&-$ =,@'$)+('$% (0&=$%. S)+(', *+,-$$+&%( (-(', @( (=,@'&/0& )+(B, +=,,'=,> %=,)$ @( , 0$?=((= && )+(B, ',0$ @+-$
'(%,)')$ +,,'=,. S*+,%'$) '( H@(('=, & &%('=, )$0$% *+,-$$+( 0(@( 0$?=,',)+(', *$)&B 0$%*+$%&.
7. PRAVILA PREGOVARANJA
D( ?& ), ?&& *=,(' *+,-$(+(/ & *=,(' *$$'& /$=,0> *$+,@ )(,')(>*+&)$='$- '&$( $?+($('=(> )+/'$- '('=(> $*), 0)+, & @$?+& %('&+(> %$+(),'()& & *+(&( *$$'$- *+,-$(+('=(. 9( $?&=', *+,-$$+, )+,?( , & $?&='$
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
*+$7,&$'(' *+,-$(+(/0 %$ *+,-$(+(/(..
P(B=&$ & @$?+$ &('(&&+(=), , '=,-$, (?$)& & *+,@'$)& & )( ?& ,> 0($*+$?,% %$-$ *$=(&)& )$0$% *+,-$$+(. M$+(), %'$-$ )$-( '()&> 0(0$ ?& ), *$)&-&@$-$$+> 0$=& =, ( ( @$$='$ *$$=('> (& *+&()=& & ($'$-( ( 0&% *+,-$(+(),.U0$&0$ , @$%(&'> '()$=), @( *+,-$$+& *$/' & $@&=(= , $*),'$= & *+&=()'$=()%$7,+&. N, -$$+&), *+,&,> *$,?'$ ', $ ,?&> =,+ , ( (-$$+'&0 (&-+'$+(*&)($ ( , $(%(> )$ ?& % %$-$ ?&)& &'),+,(')'$ ( (% )$0 & &$@ *+,-$$+(.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
9/25
Poslovno pregovaranje
;@&), @$?(+ @$%(&' & -$)> & '(0$' 0+)$(', +(%=,', *$@+((> @$$&), @( &%(*+& +,/ & *+(0)&/'$ $)*$/', *+&/ $ *$. T&% -,)$% , ), *$0(()&> ', (%$ @( ),@$?(+ @$%(&'> )$ , $@ ( & $/,0=,> , & @( (B((), *$$'$- *(+)',+( & @( ),,$%(&-+'&. S(-$$+'&0( (=), *(B=&$ & %&+,'$> & '&0(@( ', *$0(=),',(-$@'$)> && ',(-('=,. U%=,)& (()& (-$$+'&0( & ?&)& )+*=& *+,-$(+(/> $@
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8
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
10/25
Poslovno pregovaranje
?$=, -((>@$0 (%$ ! 7$+%&+( $=, %&=,'=, '( $'$ $'$-( )$ '=,-$(+(@'&0 -$$+&. U *+,-$$+&%(> $'(= 0$=& ',)$ '@& && *+$@(=,> $?&/'$ *$(& (%(0&%('&% ()=,$%. A0$ ), )$= *$&&=&> *$)+@&), @( (& $& ?@ @$$='$%(0&%('&. K('&=,> ) *+&&0 ',,), &%()&> =,+ , ), )$0$% *+,-$$+(> (&% =,*+&+$@'$> /&'&)& & )*0,.
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1:
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
11/25
Poslovno pregovaranje
=,+ (0& *$@()(0 %$B, ?&)& $@ ',*+$=,'=&, (B'$)&. *+&%,+( +(@&> ,0$'$%&)( *+$/((,0$'$%&)> *+('&0*+('&0(> ),'&/0$ &,),'&/0$ &,.
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P+,-$(+(/& (*$,'& *+,@, & &%(= $@+,,', $?(,,> 0$=, ', $?(=(=@$0 '( *+,-$$+&%(> @&=,&%$ & '(
Rukovodilac
=, $$?( 0$=( @+B& @, *+,-$$+(> 0$=( +(*+(=( &,% &, (*+$)'$% )+('$%>*+(& *+&=,@$-,> @(=, (+-%,'),> /&'& 0$',&=, &)@.
Sintetizer
11
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
12/25
Poslovno pregovaranje
&%( (@()(0 @( +,&%&+( ),%, @$-$$+(> *$)(=( *&)('=( & *+(=( 0$',+(&=$% 0(@(, +0$$@&( $=,)& %$+'$ && '(*(@') $@ *+$)', )+(',.T+,?( @( ?@, '( $*+,'(+$/&)$ 0(@( =, +0$$@&( ),0$(%( & 0(@( =, ',$*$@'$ @( % *$%$-',.
Nadgleda
&%( ( $?(, @( (> (*&, & *+&%,)& '&=(', *$'(('= & '(%,+(%( *+$)', )+(',.
8. PSIHOLOKI TIPOVI PREGOVARAA
8.1. Domi!"i #$%&o'!$!(iN()$=, @$%&'&+()& *+,-$$+&%(. K$+&), -+? )(0)&0> 0$'& (*$,@('=>
*(), $@ 0$%*,0( &'7,+&$+'$)&> *$?&=(= ), (+-%,'), '(=/,, -((%$%> '(=/,, =,'=&$ *+,-$$+ )&'& '(-$$+.
8.2. E)*"$o'%$"i$!i #$%&o'!$!(iI%(= &/(' *+&)* 0($ @$%&'(')'&> '$ *'$ *$+'&=&> ?+&% & 0+()0&%
*+,-$$+$% '()$=, $)(+&)& (%$ $=, &=,,> *+&@$@(=& *+,0$%,+' *$$+'$)&-,@ & %(),+&=('$% $0+B,'=.
8.3. I"$o'%$"i$!i *% #$%&o'!$!(iO'& , ', *$=,+((=> ',%(= *$,+,'=( '&0$-(> +&=,)0$ *+&)(= '( *+,-$$+,>
=(0$ ),0$ , $)(+(= )+,?( &% , *$,)&)& &, ',-$ @+-&%(.
8.4. N%'i!+,!R(@& , $ -$@'&%> *+&)$='&% *+,-$(+(/&%(> 0$=& &-,@(= 0($ @( ?& , /&'&&
(%$ @( , *+,-$$+ $0$'/( %&+. A0$ *+,-$$+ )+(=, &, $@ 5 %&')( '(&& ), '($*('$- *+,-$(+(/( 0$=& %$B, )$+&)& $,(= (, %&+,'$)& & =,+,'$)& @( , *+&)()&'( ,> ( @$,$ ( =, *$@+,,' *$$B(=. U *+,-$$+ ',&'(,%> *$)&-&), )( ),B,=,&> (& ,), & '()& @( =, @$-$$+ &*(0 &, $@-$(+($ '=,%.
8.-. G/m,iT$ *+,-$(+(/& 0$=& 0$+&), , +), -%,> $@ *+,*$'()=&$- &%&@B(> @$
',(0&@('=,- *$'(('=(. M$B, , /&'&)& @( &% =, (B'&=, @( , @$?+$ &-,@(>7$+%(>',-$ (% &$@ *+,-$$+(> '$ &*(0 & $@ 7$+%, @+(B& &% '=&$& &=,&.
12
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
13/25
Poslovno pregovaranje
8.0. Fioo #$%&o'!$!(*+,*$'() ,), *$ ',*+,@&@&$)&. S(@ *+$)& ',/,-(>&-,@(= 0($ @( ', '(= )$$,> (& =(0$ @$?+$ '(=. D( ?&), ),@=,& +,%, & B&,'(%,)'&), &% (+-%,'), & =(',&=,,.
8.. /'!$i 0$',+()&'& *+,-$(+(/&> @+($- +(%(> ,+= )+(@&&$'(', +&=,@'$)&> &= &%=, @( +,)() *+,-$$+( ?@, *$&)&('> @( $?, )+(', ?@ (@$$=',& ', $, '(-$$+.
. PREGOVARAKE !A"E
C&= (0$- *+,-$(+(/0$- *+$,( =,), *+&?&B(('=, *$/,)'& *$&&=( (0,)+(',> @$0 , ', *$)&-', 0$'(/'& @$-$$+. O(= *+$, *$/&'=, ( *$)(=('=,%0$')(0)( & '()(=( , 0+$ *+&*+,%,> (%, *+,-$$+, & (0=/&('=, @$-$$+( && ',.R,@$,@ 7(( ', %$+( ?&)& &=,0 &)&. P$)$=, *+,-$$+& 0$=& , *+$ *+&*+,%(= ( ()&%, *$)(=(= 0$')(0)&.P+$, *+,-$(+('=( *$ 7((%(
Uspostavljanje kontaktaP+,-$$+& &%, *+,@,( *$/&'= 0$')(0)$% &%, (-$$+'&0(. N( $'$$'$-( $ /,% , B,& *+,-$(+()&> )+,?( 0$')(0)&+()& ( *+$&$(/&%(> (-,')&%(>@&)+&?),+&%( & @+. K)+'& (*,0)& & @+),'& $@'$& (0$= ,%=& $@+,= *+(&( ()(= 0$+(0.
Priprema za pregovore
Program*+$ )+,?( $@+,@&)& ),%, $ 0$=&%( , , +(-$(+()&> )$0$% *+$,( *+,-$(+('=(
0(0$ -(', ),%, )(0$ & $', %('=, (B',> *+(),,.Inormacije
)$ &, &'7$+%(&=( &%(%$ )$ =, ,( '(( *+,-$(+(/0( %$. I'7$+%(&=, $,%=&> &'7$+%(&=, $ )+B&)> $ 0$'0+,'&=&> $ *+$)'$= )+('& *$)+,?, &%$)&(&=,>+,(', &'),+,,> =(0, & (?, )(/0, *+,-$$+&%(> %$-, )+(),-&=, 0$=, ,0$+&)&)&
!iljevi
K(@( %$ $@+,@&& ),%, $ 0$=&%( ,%$ *+,-$(+()& & @$?&& &'7$+%(&=,$*+$)'$= )+('& )+,?( & $@+,@&)& '(, &=,, $@'$'$ *$)&& @$-$$+ '( 0$+&) *$)*0 *+,-$(+('=(
13
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
14/25
Poslovno pregovaranje
Strateki pristup
P+&=, ',-$ )$ =,@',%$ ( *+,-$(+(/0& )$>)+,?( @( $@+,@&%$ '( 0$=& '(/&' ,%$*+,-$(+()&> @( $@+,@&%$ )+(),-&=, & )(0)&0, 0$=, ,%$ 0$+&)&)&. T+,?( @( , $@/&%$ (+) *+,-$$+( & )$ &%, *+$))(=('=(> *$)/&'=,'$)&> ',(0)&'$)&>(+(@'=, &
+,$'$('& *+,-$$+(. P+(& , 0$%?&'(&=( (& )& *+,-$$+( &=,0 ),B& =,@'$= +)&.
Analiza pregovarake sposo"nosti
)+,?( ('(&&+() & *+,-$(+(/0 =,)&'> &0)$> *+,-$(+(/0 %$> @$?&=,',&'7$+%(&=, & *$'@.
Razvoj pregovora
Susret*+,-$$+& *$/&'= *+,@)(=('=,%>>&,% &,>> &%, )+('(. N(
*$/,)0 *+,-$$+( &=,0 *$)$=& $@+,,'( ),'&=( =,+ , )+(', ', *$'(= & ', =,+==,@'( @+-$=.D$%(&' , &=,0 &%()& $@+,,' *+,@'$) =,+ 0$')+$&, & *$'(=, $0$&'
Poetna pozicija
*$&=, *+$- +,)( & *+,@)(=('=( *$/&'=, +(%,'( &'7$+%(&=( $ *$&&=(%((0, $@ )+('(.
Razjmena # prilago$avanje pozicije&= =, @( , %('=& +()$=('=, &%, *+&=,@$-( =,@', & @+-, )+(',. O( 7(( ,
()$=& $@ *+$%=,'(> +,)+&0&=(> *+$&+,'=( & *,&7&0(&=('( '(&% *+&=,@$&%( & '(*+&=,@$&%( *+$)', )+(',> @$0 ', *$)&-',%$ +(%,' )*(0(> $@'$'$ 0$',&=(.K$',&=( =, 0$'0+,)(' *+&=,@$- 0$=& , *$)&B, *$&=, *+&(-$(('=( *$&&=( *+&=,@$-(& 0$')+(*+&=,@$-(.
%akljuivanje pregovora
K+(='=& &= *+,-$$+( =, *$)&('=, @$-$$+(. K(@( *+,-$$+& ?@ (0=/,'&>*$)*&=,, -$$+.
&snovni elementi ugovora kojim tre"a da se zavri pregovaranje su'
-$$+', )+(',>
*+,@%,) -$$+(>
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14
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
15/25
Poslovno pregovaranje
$& &*$+0,>
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1#. TAKTIKE I TEHNIKE PREGOVARANJA
K(@( , =,@', ( *+,-$(+(/0& )$> @$(& @$ $/,'=( ( %'$-&% ),0&%$@0(%(.K$ )+,?( *+& @( $)0+&=, $= *$'@K(0$ @( , '( '(=?$=& '(/&'$*&, $*),'( *$'@(T+,?( & @( (%,), )+@ )( && @( *+(&), )*0, T, ,$@0, @$'$, '( $'$ $=& *+$,'( & @$(> (& *$)$=, )(0)&0, 0$=, ,%$- *+&%&=,'&)& @( ?& , *+,-$(+(/0& *+$, $@&=($ ',$%,)('$.
T(0)&0, %(',+& 0$=, 0$+&), $?, )+(', 0(0$ ?& *$0(, @( '(-$$+, &&'(),+(=@+- )+(' @( &% *+B, $'$ )$ B,,. O', +,@)$ ( *$)&('=, &=(.U*+,-$$+&%( =, '(=(B'&=, ', @(=(()& , $@ &=( 0$=& )+,?( @( *$)&-',%$.
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(ontrola i koritenje prostora
15
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
16/25
Poslovno pregovaranje
O'(= 0$ *+,-$(+( $=$= ,%=& 0$')+$&, %=,)$ '( 0$=,% , , $@&=()& *+,-$$+&>?&+( (, ( ()('0, 0$=, %$- ?&)& &&, %(, && &, ,&0, ( ,&0$% ?0$% ',*$)$=('=, ),,7$'( && $*+,%, ( &,', *+,,')(&=,. T$ %$B, ?&)& @&$ )+(),-&=, 0$=(, )$+&)& *&$$0& *+&)&(0 '( )+('> 0$=( '&=, @$%((. N(+$/&)$ 0(@( , *)=, @(,0, ,%=,>%$+ $@ ,)(> +,%,'0, +(&0, 0($ & '(&0, $0('$% %=,).
(ontrola i koritenje vremena
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(oritenje inormacija
'(%$ 0$&0$ '(% =, (B'$ *$=,@$()& &'7$+%(&=, )$0$% *+,-$(+(/0$- *+$,(
&dnositi se na konkurenciju
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)a ali u zamjenu za*
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)+('&> )+(B& @( *+$)'( )+('( *$'@& ',)$ (%=,'. N(/&' @( , 0$+&)& $( )(0)&0( =,0+$ +,/,'&, )&*( >>A0$ '(% & &(,), +,) ( $&%> %& %$ )('= @( (%/&'&%$ =,@,,>>.
(rajnji za+tjev
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I,i u detalje
< U ',0$% %$%,') *+,-$$+( %$+(%$ & @,)(=, ),'&/0,> 7&'('&=0, && (0$'0,e+niki< )+('& 0$=( *+$@(=, ),'$$-&= $@-$(+( @( , +(-$$+& +,@+,@, '(
),'&/0, (*,0),..inansijski
< $@+,,'&% /(=,&%( =, &'),+,(')'$ +,@'$()& (0&,0$'$%0& *+,@$-> *+$@?==& 7&'('&=0, (*,0),.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
17/25
Poslovno pregovaranje
< *+,-$$+& &%, @( *+,@,( & @, +(&/&), ,%=, %$+(= @(, *+&(-$@, '(&$'('&% & &'),+'(&$'('&% (0$'&%(.
Pozvati se na presti/
< 0(0$ ?& $( )(0)&0( ?&( *=,'(> (B'$ =, &*'&)& @( $(N($@&)& *=,, *$),*,'$> %($ *$ %($>P$0(()& , &-+'&% *$'(('=, %$+( ?&)& %&+,'$ & &0+,'$
Ne popustiti 0izdr/ati pritisak0
*$&=, @-& @&0&=(> 0(@( , %$+ *+&%=,=, (*$$?'$) @( , *+&)&(0 &@+B&$*(@(> '()*( )+,')(0 0$=& , @+-( )+('( *$0()& @( &0$+&)& 0(0$ ?& $@ '( @$?&(0$',&=. P+,*$+/=&$ =, ', *$*)&)& 0(@( , *$)(,', +(&$'('& $&. U )&%&)(&=(%( &=,0 )+,?( &%()& &@ &=,, 0$=, B,&%$ @( *$)&-',%$ & 0+&)&/' *$&&=*+,-$$+(> $@'$'$ '(, &'),+,,.
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&"e,anje i nagrade
U &= %$)&(&=, *+$)', )+(', @( *+&()& $@+,,'& *+&=,@$-> %$B, , 0$+&)&)&7$+%( $?,('=( && '(-+(@( >>(0$ '(% (@( @(), 2: *$*)( = ,@,,-$@&', ,),'()(&)& @( ?@,), '( @$?(=(/>> && >>$?,((%$ @( ,%$ (% *$()& '(, '(=?$=,&'B&'=,+, 0($ *$%$> (0$ ', *+$@(=, ), *+$&$@, '(& 0$'0+,'()(>>.
Uo"iajena praksa
< *$0((%$ @( ?&=,@&%$ *+$)' )+(' @( *+&()& $@+,,'& *+&=,@$- =,+ ?& &
)$ >>'( (,% %=,) +(@&&>>. $@'$'$ )$ =, $?&/(=,'( *+(0(
&sla"iti povjerenje #
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Pretnje #
1!
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
18/25
Poslovno pregovaranje
()$=& , $@ *$$+,'=( $ ',-()&'&% *$,@&(%( 0$=, ?& *+$+$0$($ ',*+&()('=,',0& $@ '(& *+&=,@$-(. N(=/,, *+,)'=, *+&=,@$- @( @+-( $$?( *+,-$(+(%=,)$ '(.
Ultimatum
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Napadi
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%astraivanje
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(0$'.
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Prevara i alsiikati
*+,(+( =, (B 0$=( =, *+,( -+('&, (0$'(. J,@'( )(+ =, ', +,& &)&'> ( @+-('(%=,+'$ %,'=()& & 7(&7&0$()& @$-((=,. J,@&'& '(/&' @( , ',)+(&, $( )(0)&0( =,),?&)& =?((' (& $*+,('*+$=,+&)& , *$@()0,.
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Pra,enje i pijuna/a
< *$%()+( , *+$)'( )+('( 0(@( , )$ ', %&=, +(@&)&> )=. (' *+,-$$+(. E0)+,%'*+&%,' $, )(0)&0, *+,@)(=( *+&0&('=, ),,7$'(> *&='(B(,*$@()(0( &)@.
1"
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
19/25
Poslovno pregovaranje
(ra$a
< $@&%('=, )(='& &'7$+%(&=( =, /,, *+, *$/,)0( *+,-$$+( ',)('(0 @&0,)(>CD(>.
Mito< $$?, ( &0)$% %,'(+$@'&% *+,-$$+&%( , '&0(@( ',, &','(@&)&> (0$ &% ,*$'@& %&)$. U ',0&% ,%=(%( , *$@+(%,( @( @$-$$+ %$+( @( &@, ',0& *$0$'&& >>0$%*,'(&=>>
Ucjena
< *$0(= @( *(+'&0 *(@', 0$*0. N(-$$+&%$ -( '( ',,-('$ *$)*('=, @( ?& -()&%,> 0('&=, &=,'&&. T$ =, *$',0(@ )(0)&0( 0$=( *+()& %&)$.
11. OSNOVNE METODE PREGOVARANJA
I$@ (0$- *$+(%( , $@+(B(()& 0$=$= %=,+& & '( 0$=& '(/&' )+(', *+,-$$+&%( 0$+&)&, $'$', %,)$@, *+,-$(+('=(.
Mo,
Pravo
Interesi
Mo,S*$$?'$) %=,+(('=( &$@( *+,-$(+('=(.T,0$ =, )+@&)& 0$ &%( , %$ ?,
@,)+0)&'$- 0$?=(('=( %$&. P,+,*&=( %$& @+-, )+(', =, /,)$ *$-+,'(.D+-()+('( %$B, @( +,(-=, &+(&$'('$ Q-$&'- *$)(QQ> Q+$(@ +(-,QQ
Pravo
P+($ '( &$@ *+,-$$+(.R&=,)0$ =, $@-$$+ =(('. P$',0(@ *&)('= @( 0$?=,'( *+((.9()*('=, *+(( =, /,)$ 0*$ & (),( %'$-$ +,%,'(. 9( $)(+&('=, *+(( =, /,)$
*$)+,?'( &'),+,'&=( )+,, )+(',InteresiI'),+,& '(=/,, $@+,= *$&&=. U&%(= , $?&+ *$)+,?,> B,=,>
)+($&>+&=,@'$)& && )(+& @$ 0$=& =, )+('& *+,-$$+&%( (&)( )($. T,B& ,$('= $@'$( Q)$%,+ ()&7()&$'QQP+,-$$+& ('$('& '( *$&&=(%( & *+,-$$+& ('$('& '( &'),+,&%(R(%&=,('=, *+,-$(+(/0& )+(),-&=( & *+,*$'(('=, )+,')0( 0(@( )+,?( )*&)& *+,-$$+, $, +),.
18
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
20/25
Poslovno pregovaranje
Prepreke u postizanju sporazuma mogu "iti'
1. ),0& *+,-$(+(/&
2. ',@$)()(0 *$,+,'=(
3. %$-& (?$),+&
4. +(&0, *$ & 0)+&5. *+$?,% 0$%'&0(&=&
eki pregovarai $'& =@& 0$=&%( (0$ @$-$$+ *+,@)(=( ?&)0. K(0$, *$)(&)& *+,%( $$?(%( 0$@ 0$=& =, &+(B,'( B,=( ( *$?=,@$% P+$> ', ?& )+,?($@$$&)& @( ( *+&&0$% +(-$$+( ( ),0&% *+,-$(+(/&%( $?%, )+(. ;, $?&+('('=&$ ',+,('$) & ',+(%', *$'@, & *+,)(+('=, ('(&)&/'$ *+&)*&), *+,-$$+&%(& $@+,@&), $=+,,+&(' &=,' *$0(= *+$0,'=&('=( '=&$,. O)0+&(=), (%$&'7$+%(&=, 0$=, ', %$- ?&)& *$)+,?=,', *+$)& (. P+,@$B&), (),+'()&', *$'@, &&%$-'$)& 0(@( @+-( )+('( '&=, *+,%'( @( (% *$'@& &'7$+%(&=,. P$0(B&),*+,%'$) ( *+,0&@ *+,-$$+( 0($ 0+(='=& (@) & *+$$&+('=, *+$%,', *$'(('=@+-, )+(',.
Nedostatak poverenja=(=( , $'&% &)(&=(%( 0(@( (% , /&'& @(@+-()+('( ?,7&+( & (B,. S%'=(), @( @+-( )+('( ',%( '(%=,+ @( &*'& $=($?,('=(. ;@&), *+,%'& @( '(-(&), *$)+,? ( *$)$('=,% *+&'&*( & $,'=,@$0%,')(&=, '( *+,&(' '(/&'& +)&), *$+(% $@+,@?, $ ('+,@'&% $0$'$)&%(>0($ )$ $@+,@?, $ -(+(')'$% @,*$&)> @,*$'$('= +,@)(( @$ &*'=,'( $( &&0('(%(( ',&+,'=, $?(,( ( %$B@( & *$&)&', *$@)&(=, ( &+,'=, $?(,,*+,+,%,'(.
Mogu,i sa"oteri3 K(@( -$@ =@& '( 0+(= *+,-$$+( *$%&, @( &-?&&$/,0=), $)*$+ & %$- (?$)(B. I ),=0$@,+&> & (*$,'& & 0*& %$- @( ?@(?$),+& (0$ &%(= %$ @( *+&=,/, (, *+,-$$+,. O)*$+ %$B, @( ?@, *(&('>0(@( *+,-$(+(/& '& *$,,'& &=,&%( & *+$, $)(+&('=( )& &=,(> && (0)&('> &@@&+,0)'$- *+$)&=,'=( & (?$)(B,. N(+$/&), &,)+('&% *+,-$$+&%(> QQ'&0(0(
2:
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
21/25
Poslovno pregovaranje
*$-$@?(QQ %$B, &, $@-$(+()& ',0&%),=0$@,+&%( ',-$ ',0& 0$'0+,)(' +,)().R=,,'=( ( %$- (?$)(B %$- ?&)&)&('=, %$-& (?$),+(> *+$&+&('=, *$+(%(> ($*)(('=, %$-'$)& $'&%(0$=& *+B(= $)*$+> 7$+%&+('=, %,('&(%(0$')+$, 0($ & 0$(&&=, 0$=( =, )('= @('(@(@( (?$),+,.
Razlike u polu i kulturi3N,*, *+,-$$+( =@& /,)$ *+&*&= *$'&% &&0)+$$0&% +(&0(%(> %(@( ), +(&0, %$B@( '& )(+'& +$0 *+$?,%(.
A0$ &%(), *$),0$( @( +(%,), && @( (+(=,), ( ',0&% 0$ *+&*(@( @+-$=0)+& && *+$)'$% *$> +(%$)+&), $, %=,+'&,
(P$)+(B&), $?+(( *$'(('=( @( ?& ), )+@&& *+&+$@ *+$?,%(. K$=, ),%,+$0= *$),0$,. K(0, ), ',*$+(%, &%(&
?R(%&&), $ )$%, ( 0(0&% *+,)*$)(0(%( (0( )+('( ( *+,-$$+,. D(& ), *+,)*$)(0, (&@', D( & , $@'$, 0$'0+,)'$ '( *+,-$$+, && $@ ',0 $@0$%*('&=(> ( ', '( +(&0, 0)+&
P+$/&), $?()& 0$=&%( , & *+$)'( )+('( %$B@( +(&0=,),. P$-,@(=),
@$)*' &),+()+ $ 0)+& 0$=$= *+&*(@( @+-( )+('( & )+&), /,% , )( 0)+(+(&0=, $@ (,.@I0$+&)&), , )$ ), '(& @( $)(+&), ?$= 0$%'&0(&=. I%,'&), $= )&
0$%'&0(&=, && *+,@$/&), +(&/&), '$+%, && *+,)*$)(0, ( 0$=, %()+(), @( ?&,+$0 *+$?,%(.
Pro"lemi u komunikaciji - K$%'&0(&=( $%$-(( *+,-$$+,. N, %$B,, $)(+&)& '(*+,@(0 ?, 0$%'&0(&=,. K(@( (% , /&'& @( *+,-$$+& *+$*(@(= ?$-*+$?,%( 0$%'&0(&=&> *+,@%&), =,@,, 0$+(0,
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?P$)+(B&), $?+((.P+&=,)&), , $ /,% , @&0)$($> 0(0$ & 0$ =, -$$+&$. D(& (?'( && ',*$+(% '()(& ,& ( =,@'$% ),%$%.D( & ), &%(& *+,)*$)(0, &&$/,0&('=( 0$=( '&), &',& A @+-( )+('(
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@P+$%&=,'&), -$$+'&0( 0$&0$ -$$+'&0 V(,- )&%( &(&( ',(@$$=)$@+-, )+(',> @$?+$ ?& ?&$ (%&=,'&)& *+,-$(+(/(> (& &)$ )(0$ )+,?( ()=,()& $@ @+-$-)&%( @( *+$%&=,'& $- *+,@)('&0( (0$ &+&)&+( V( )+('.
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8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)
22/25
Poslovno pregovaranje
12. POSE$AN OSVRT % ULAGANJE U RA"VOJ I IRENJE
PROI"VODNIH KAPA&ITETA
9( (-('=, +($= & &+,'=, *+$&$@'& 0(*(&),)( *$)+,?'$ =, $)(+&)& ,0$'$%&=$?&%( & ,0$'$%&= &+&',. E0$'$%&=( $?&%( =, %('=,'=, *+$=,/'& )+$0$( )+$0$(*$ =,@&'&& *+$&$@( ?$- *$,('=( $?&%( *+$&$@'=,. S( *$,('=,% $?&%(*+$&$@'=, %('== , *+$=,/'& )+$0$& =,+ , 0*'& )+$0$& +(*$+,= '( ,&?+$= =,@&'&( *+$&$@(. E0$'$%&=( &+&', =, %('=,'=, )+$0$( ?$- &+,'=( ($+)&%('(*+$&$@(. I ,0$'$%&=( $?&%( & ,0$'$%&=( &+&', %$- @( @=,= 0($ &@=&& && 0($',&@=&& 7(0)$+& &= ,0*('&=, =,@'$- *+,@,(.T$ , $)(+=, (%$ 0$@ '(+($- $?&%(> && 0(@( =, *+&@+B,'( *+$&$@'=( @( && &,*+$&$@( =,@' 7&+%> )$ $@& 0( '&B&% *+$=,/'&% )+$0$&%(> *,+&$+'$%0(I&),)> && 0( $?$%,> )$ $?,?=,=, *$,('=, && *+$&+,'=, *+$&$@'=, 0$'0+,)'$-
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SNAGE SLA;OSTI @-$-$@&'=, *+$&$@'$ &0)$> &+$0 ($+)&%(' *+$&$@(>
&$0 ),*,' &0$+&,'=( 0(*(&),)(>
&$0 0(&),) *+$&$@(>
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%(& *+$&$@'& 0(*(&),)&>
&$0& )+$0$& +(@', '(-,>
PRILIKE PRIJETNJE $B&=(('=, *+&+,@', (0)&'$)&>
$B&=(('=( (0)&'$)& -+('&>
*$+() 0$+&),'=( *+$&$@(>
=(/('=, 0*$', '(-, )('$'&)(
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2
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14. LITERATURA
1. HPOSLOVNI PREGOVARA The Global Negotiator < J,(@ . S((,>2::3.-$@. < 2::6.-$@. F(0),) ( ,0$'$%&=> 7&'('&=, & (@%&'&)+(&=> ;,$-+(@
2. HPOSLOVNI PREGOVORI SA STRANIM PARTNERIMA> N(@( R%,'/&>2::8.-$@.> G+(,&'0( 0'=&-(
3. HVELIKI POSLOVNI PREGOVORI> G$+(' T@$+> 2::8.-$@.> M.E.P. C$')
4. .+&?@.$%
5. ))*.&'0,,(+'&'-.$%
6. ))*.,+?&('7+'&)+,.$+-
!. ))*.(?$),+&).+*+,-$(+('=,&@&*$%()&=(.)%
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