Analysis of negotiating in an inconvenient situations

Pregovori su svakodnevna, ali ne i obična ljudska aktivnost. Ako razgovor između dviju osoba počne ići u smjeru pokušaja zadovoljenja potreba jedne osobe, koristeći se drugom osobom na razuman način, može se zaključiti da su pregovori već započeli. Pregovaranje je umjetnost prilagođavanja i kao takvo zapravo predstavlja umjetnost komuniciranja. Upravo navedene činjenice pokazuju kolika je važnost razvijanja vještina komuniciranja za uspješno vođenje pregovora. Rezultat pregovaranja u nepovoljnim situacijama nemoguće je predvidjeti, ali dobri pregovarači mogu nadjačati protivnika pri čemu se koriste upravo „njegovim 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, značenju i stilu. U radu će se istražiti situacije u kojima se primjenjuju dvije osnovne vrste pregovaranja, a to su distributivno i integrativno pregovaranje. U distributivnom pregovaranju su ciljevi jedne strane u izravnom konfliktu s ciljevima druge strane, atmosfera je natjecateljska, resursi ograničeni, a obje strane žele što veći udio u njima, dok se integrativnim pregovorima pokušava pronaći rješenje kojim će obje strane ostvariti svoje ciljeve. Konflikt je važan element međuljudskih odnosa. U trenutku kada dva pojedinca, grupe, organizacije ili države stupe u kontakt i pritom pokušavaju ostvariti svoje ciljeve, njihov odnos postaje nekompatibilan. Do konflikta može doći kada dvije strane teže k istom cilju i općenito žele iste ishode ili kada pak obje strane žele vrlo različite ishode. Bez obzira na uzrok konflikta, pregovaranje može imati važnu ulogu u njegovu uspješnom rješavanju. Predmet ovoga rada je pregovaranje u nepovoljnoj situaciji. U radu je dan pregled različitih vrsta pregovaranja, analiza pregovaračkih strategija i taktika, a poseban naglasak je stavljen na način pregovaranja u nepovoljnim situacijama.Negotiations are an everyday, but not an ordinary human activity. If a conversation between two people starts moving in the direction of trying to get the first person to meet his or hers needs, while using the other person in a reasonable way, it can be concluded that the negotiations have already started. Negotiating is the art of adaptation and as such, it is actually the art of communication. The aforementioned facts show the importance of developing communication skills for successful negotiations. It is impossible to predict the outcome of negotiations in disadvantaged situations, but good negotiators can overrun the opponent by using precisely “opponents` weapon” to achieve his or her own goal. A difficult situation can be either a conflict or sharp disagreement or a confrontation of interests, ideas, etc. that may involve perceived disparity of interest. Possible conflict situations differ in their nature, importance, and style. This paper will look at business situations where two basic types of bargaining are being applied, those being are distributive and integrative bargaining. In distributive bargaining, the goals of one side are in direct conflict with the goals of the other party, the atmosphere is competitive, the resources are limited, and both sides want to have the largest share in them, while integrative negotiations try to find a solution which enables both sides to achieve their goals. Conflict is an important element of interpersonal relationships. When two individuals, groups, organizations, or states come into contact and try to keep up with their goals, their relationship becomes incompatible. Conflict can arise when two sides strive for the same goal and generally want the same outcomes or when both sides want very different outcomes. Regardless of the cause of the conflict, negotiating can play an important role in its successful resolution. The subject of this paper is bargaining in an inconvenient situation. This paper presents an overview of various types of negotiation, analysis of negotiating strategies and tactics, with particular emphasis on bargaining in disadvantaged situations