The role of successful business negotiations on the example of the business of dm d.o.o.

Ovaj rad u prvom dijelu opisuje osnovne informacije o poslovnom pregovaranju, a u drugom dijelu se opisuje povijesni razvoj tvrtke dm i organizacijska struktura kao i sam proces pregovaranja na primjeru tvrtke dm. U cilju ostvarivanja što boljih poslovnih rezultata tvrtke, a obzirom na sve veću konkurenciju, prodajne vještine imaju sve veću ulogu. U današnje vrijeme ključ uspjeha poduzeća je između ostalog i uspješno poslovno pregovaranje djelatnika zaduženih za taj dio posla. Tvrtka dm je primjer poduzeća koji je pravovremeno prepoznao značaj poslovnog pregovaranja i tome pridaje veliku pažnju u cilju ostvarivanja što boljih poslovnih rezultata, uz zadovoljstvo kako djelatnika tako i poslovnih partnera. U dm-u svaka organizacijska jedinica je zadužena za pojedine pregovore i svatko na svoj način doprinosi ukupnom uspjehu cijele tvrtke. U pregovorima značajan doprinos u cjelokupnom uspjehu dm-a ima svaki pojedini Resor, pa tako i pregovaranje Resora ljudskih resursa sa raznim tvrtkama za savjetovanje i edukacije, kao i pregovaranje Resora Marketinga sa raznim marketinškim agencijama i drugim medijima. U diplomskom radu prikazan je detaljniji osvrt na pregovaranje Resora Nabave i Resora Ekspanzije. Resor Nabave pregovara sa velikim brojem robnih dobavljača, a Resor Ekspanzije sa velikim brojem potencijalnih i ugovorenih Zakupodavaca. Za svaki Resor su navedeni procesi koji se primjenjuju u poslovnom pregovaranju, a sve u cilju ostvarivanja win win situacije.This paper in the first part describes the basic information about business negotiation and in the second part describes the hristorical development, organizational structure and negotiation process of dm-drogerie markt d.o.o. (dm). To achieve the best possible business results, despite the increasing market competition, there has been a greater need for sales and negotiation skills. Nowadays, the key to a company's succes is, among other thins, the successful business negotiations of the employees in charge of that part of the business. The company dm is an example of a company that has recognized the importance of business negotiations in a timely manner and pays great attention to id in order to achieve the best possible business results, with the satisfaction of both employees and business partners. In dm, each organizational unit is in charge of individual negotiations and everyone in theri own way contributes to the overall success of the entire company. A significant contribution to the overall success of dm is made by each individual department including the negotiation of the Human Resources department with various consulting and education companies, as well as the negotiation of the Marketing department with various marketing agencies and othe media. The diploma thesis presents a more detailed review of the negotiations between the Procurement Department and the Expansion Department. The Procurement Department negotiates with varous commodity suppliers, and the Expansion department negotiates with a large number of potential and contracted landlords. For each department, the process that are applied in business negotiations are listed, all in order to archieve a win win situation