Negotiating as a key business process : Final paper

Pregovaranje je toliko postalo dijelom ljudske svakodnevice da ljudi nisu ni svjesni kako većinu vremena provode pregovarajući. Ljudi svakodnevno, svjesno ili nesvjesno, pregovaraju. Koristi se u različite svrhe, a u poduzeću se najčešće koristi za ispunjavanje ciljeva poduzeća, rješavanje sukoba te pronalazak rješenja za probleme i neočekivane situacije. Uspješnost pregovaranja mjeri se po tome koje mogućnosti se pruže i iskoriste prilikom pregovaranja te koji prethodno postavljeni ciljevi se ostvare kroz pregovore. Uspješni pregovarači znaju da se niti jedna uspješna poslovna transakcija ne može realizirati bez pregovora. Proces pregovaranja sam po sebi je neizvjestan. Važno je da se za isti dobro pripremi i da proces ima unaprijed određenu strukturu. Cilj koji se želi ostvariti prilikom svakih pregovora je pozitivan ishod za sve sudionike u pregovorima. Do postizanja dogovora u pregovorima može se doći samo primjenom metode davanja i uzimanja. Svaka strana nešto mora dati da bi mogla nešto dobiti. Ako se sve uključene strane nađu na „sredini" u pregovorima, iste će pregovore završiti zadovoljne i nastavit će surađivati i u budućnosti. Kako bi pregovori završili sa što pozitivnijim ishodom, poduzeća moraju ulagati u komunikacijske i pregovaračke vještine vlastitih zaposlenika te biti svjesna da bez ulaganja vremena u istraživanje, analiziranje i planiranje pregovora niti jedni pregovori ne mogu poručiti uspješne rezultate.Negotiating has become a part of human everyday life and people are mostly not even aware that they spend most of their time negotiating. They are negotiating on a daily basis, consciously or unconsciously. It is used for various purposes, and the company most often uses negotiating to meet the company goals, resolve conflicts and to find solutions to problems and unexpected situations. The success of the negotiation is measured by which opportunities are offered and used in negotiating and which ore-set goals are achieved through negotiations. Successful negotiators know that no successful business transaction can be realized without negotiation. The negotiation process itself is uncertain. It is important that negotiations prepare for negotiations and that the negotiation process has a predetermined structure. The goal that is to be achieved during each negotiations is a positive outcome for all the participants in the negotiations. Negotiation goals can only be achieved by applying the method of giving and taking. Each side must give something to get something. If all the involved parties find themselves "in the middle" during the negotiations the negotiations will end up on a positive note and all the negotiations will be satisfied so they will most likely continue to cooperate in the future. In order for the negotiations to end with the most positive outcome, companies must invest in the communication and negotiating skills of their own employees and be aware that without investing time in research, analyses and planing negotiations, no negotiations can yield successful results