Negotiation skills und their impact on the business of travel agencies

Pregovaranje je neizbježan proces diskutiranja, iznošenja stavova te donošenja zaključaka i sporazuma. Svakako je kompleksan i zahtjevan proces za koji je, ukoliko se želi postići cilj, potrebna priprema, znanje i vještine kako bi se mogli koristiti različitim pregovaračkim strategijama i taktikama. Kada se govori o međunarodnom pregovaranju, tada se treba uzeti u obzir običaje i kulturu drugih pregovarača. Jedan od područja međunarodnog pregovaranja jest pregovaranje u turizmu, odnosno, u turističkim agencijama. Takav je način posebno zahtjevan jer agencije djeluju kao posrednici koji moraju osigurati uslugu nabolje moguće kvalitete, a prilikom zaključivanja sporazuma paziti na postizanje obostranog zadovoljstva te moguće stjecanje lojalnih partnera.Negotiation is an inevitable process of discussing, presenting views and reaching conclusions and agreements. It is certainly a complex and demanding process which, if the goal is to be achieved, requires preparation, knowledge and skills in order to be able to use different negotiation strategies and tactics. When it comes to international negotiation, the customs and culture of other negotiators should be considered. One of the areas of international negotiation is negotiation in tourism, that is, in travel agencies.This method is especially demanding because the agencies act as intermediaries who must provide the best possible quality of service, and when concluding an agreement, pay attention to achieving mutual satisfaction and the possible acquisition of loyal partners