Experience as a factor of successful business negotiation in the protective equipment industry

Pregovaranje je proces kojim pregovaračke strane pokušavaju ostvariti svoje ciljeve. Kako bi se ciljevi kvalitetnije i brže ostvarili tijekom pregovora, potrebno je iskustvo. Čestim pregovaranjem s različitim ciljevima stvara se znanje, a analizom stečenog znanja saznaje se koji su aspekti i odluke imali pozitivan, a koji negativan utjecaj. Prepoznavanjem utjecaja pojedinih konstatacija na pregovore stječe se iskustvo koje služi u budućim pregovorima kako bi odluke koje se donose u budućnosti bile bolje i doprinijele uspješnosti poslovanja. Ovaj rad analizira cijeli proces poslovnog pregovaranja, od pripreme do realizacije. Naglasak se stavlja na iskustvo i ključne elemente pripreme kao glavne adute za uspješno poslovno pregovaranje. Poslovno pregovaranje u industriji zaštitne opreme specifično je zbog činjenice da pregovarači moraju biti upoznati sa svojim proizvodom i znati pregovarati kako bi lakše ostvarili svoj cilj. Iskustvo igra veliku ulogu u ovoj situaciji, jer prepoznavanjem tijeka pregovora, predviđanjem budućih radnji suprotne strane i ishod uvelike ovise o prethodnom iskustvu. Iskusni pregovarač znati će kako je priprema bitan faktor uz iskustvo za uspješan ishod poslovnog pregovaranja. Aktivna priprema za pregovore, pokušaj stavljanja u cipele druge strane kako bi se razumjele njihove prednosti i mane te prepoznavanje i reagiranje na promjene u pregovorima, ključ su uspješnosti poslovnog pregovaranja i osobine iskusnog pregovarača.Negotiation is the process by which the negotiating parties attempt to achieve their goals. Experience is needed in order to achieve the goals better and faster during the negotiations. Frequent negotiation with different goals creates knowledge, and analysis of acquired knowledge reveals which aspects and decisions had a positive and a negative impact. By recognizing the impact of certain findings on negotiations, we gain experience that serves in future negotiations so that decisions made in the future are better and contribute to business success. This paper analyzes the whole process of business negotiation, from preparation to realization. Emphasis is placed on experience and key elements of preparation as a major asset for successful business negotiation. The business negotiation in the safety equipment industry is specific because of the fact that negotiators need to be familiar with their product and able to negotiate in order to achieve their goal. Experience plays a big role in this situation, because recognizing the course of negotiations, anticipating future actions by the opposite party, and the outcome depend largely on previous experience. An experienced negotiator will know that preparation is an essential factor with experience for a successful business negotiation outcome. Active preparation for negotiations, trying to put yourself in the shoes of the other parties to understand their strengths and weaknesses, and recognizing and responding to changes in negotiations are the key to successful business negotiation and the qualities of an experienced negotiator