PREPARATION FOR NEGOTIATIONS

Pregovaranje je širok i nezaobilazan pojam, kako u privatnome životu i svakodnevnoj komunikaciji, tako i u poslovnome svijetu. Rad je fokusiran na poslovno pregovaranje, koje je složen proces u kojem razmjenjujemo informacije sa sugovornicima u svrhu postizanja željenog cilja. U ovome radu razmatraju se glavni aspekti pregovaranja, komunikacije, pregovaračkih vještina i sposobnosti, kao značajki jednog od ključnih poslovnih procesa. Suvremeno poslovanje jakom konkurencijom i stalnim promjenama teži ostvarenju veće dodane vrijednosti za kupce. Kako bi se pregovorima postigla win-win situacija, u kojoj će sve strane biti zadovoljne, potrebno se prije pregovora dobro pripremiti, kako bi sam proces pregovaranja tekao glatko. Prilikom pripreme za pregovore moramo odgovoriti na pitanja kao što su: ciljevi pregovora, očekivan ishod, posljedice pregovora, vlastite i tuđe snage, te moguće rezervne pozicije. Tajna uspjeha leži u tome da se pri razmišljanju o vlastitim, moramo pitati i o željama i potrebama druge strane.Negotiation is wide and unavoidable term, both in private life and everyday communication, as well as in the business world. This paper is focused on business negotiation, which is a complex process in which we exchange information with participants in negotiations, in order to achieve the desired goal. This paper discusses the main aspects of negotiation, communication, negotiating skills and competencies as features of one of the key business processes. Modern business with strong competition and constant changes strives for greater value added for customers. To achieve a win-win situation in negotiations, in which all sides will be satisfied, it is necessary to prepare yourself before the negotiations begin, so that the negotiation process can run smoothly. When preparing for the negotiations, we need to have answers for questions such as negotiation goals, expected outcome, negotiation consequences, our own and strengths of the other side, and possible backup positions. The secret of success lies in the fact that, when we thinking about a personal wishes, we must also be aware of wishes and needs of the other side