Business negotiation on the example of the All Mall d.o.o. company

Poslovno pregovaranje je sastavni dio poslovnih aktivnosti svakog poduzeća. U djelatnostima, kao što je trgovina, posebno je važno, s obzirom na rastuće tržište i sve veću konkurenciju. Stoga je potrebno iznaći nove načine s da bi se bilo interesantno dobavljačima i kupcima, kako bi se postiglo željene rezultate i ostalo konkurentno na tržištu. Na primjeru poduzeća All Mall, koje se bavi Internet trgovinom, prikazan je proces poslovnog pregovaranja s dobavljačima i kupcima. Kroz anketno istraživanje, analizirana je struktura kupaca i njihove navike pri online kupovini, a analizirajući pojedinačne slučajeve poslovnog pregovaranja s dobavljačima, ocijenjena je uspješnost poduzeća u istom. Zaključak ovog rada je da promatrano poduzeće, u ovisnosti o tematici pregovora, vrši pripreme za isto te nastoji postići ishod poslovnih pregovora kojim bi obje strane bile zadovoljne, tzv. „win-win“ ishod. Također, ne može se odbaciti hipoteza da poslovni rezultati ovise o uspješnosti pregovora, odnosno kvalitetno pregovaranje pridonosi prodaji robe.Business negotiation is an essential part of the business activities of every company. In industries such as trade, it is particularly important given the growing market and increasing competition. Therefore, it is necessary to find new ways to be of interest to suppliers and customers to achieve the desired results and remain competitive in the market. The example of All Mall, an e-commerce business, shows the process of business negotiation with suppliers and customers. Through a survey, the structure of customers and their online shopping habits were analyzed, and by analyzing individual cases of business negotiation with suppliers, the performance of the company was evaluated. This paper concludes that, depending on the topic of negotiations, the observed company makes preparations for discussions and seeks to achieve the outcome of business negotiations that would satisfy both parties, the so-called a „win-win“ outcome. Also, one cannot reject the hypothesis that business results depend on the success of negotiations and negotiation quality contributes to the sale of goods