NEGOTIATION STRATEGIES

U svakodnevnom životu, a posebice u poslovnom svijetu, pregovaranje je česta pojava. Nekad se pregovara o ne tako važnim temama, a nekad su pregovori ono što vodi do ostvarenja važnih ciljeva koji će odrediti daljnje poslovanje pojedinca i/ili čitavog poslovnog kolektiva. Iako u literaturi postoje brojne definicije pregovaranja može se reći da je pregovaranje zapravo sredstvo dobivanja onoga što želimo od drugih, odnosno promatrajući u svjetlu poslovne svakodnevice, postizanje ciljeva na obostrano zadovoljstvo. Cilj rada je determinirati pojam pregovaranja te predstaviti najčešće strategije koje se koriste u procesu pregovaranja.In everyday life and especially in the business world, bargaining is a common occurrence. Sometimes negotiating on non-important topics, and sometimes negotiating is what leads to the achievement of important goals that will determine the further business of the individual and/or the entire business community. Although there are numerous negotiating definitions in the literature, it can be said that negotiating is actually a means of getting what we want from others, observing in the light of everyday business, achieving goals to mutual satisfaction. The aim of the paper is to determine the term of negotiation and to present the most common strategies used in the negotiation process