STRATEGIES AND TACTICS OF NEGOTICATION

Pregovaranje je jedan dio sklapanja posla. Kako bi pregovaranje bilo što uspješnije važno je dobro se pripremiti za pregovore, a to se može učiniti kroz dostupnost informacija o drugoj strani. Tokom pregovora treba biti ljubazan te znati saslušati drugu stranu. Različite vještine pregovarača mogu pomoći tokom pregovora Priprema pregovora kreće od ostvarivanja cilja koji se želi ostvariti u pregovorima. Kroz rad su objašnjene pregovaračke taktike koje se koriste kako bi se ostario cilj u pregovorima. Kako ponekad druga strana može biti teški sugovornik u radu je objašnjeno kako reagirati u takvim situacijama. Kroz rad su objašnjene neke situacije u pregovaranju: pregovaranje o napredovanju i pregovaranje o povišici. Kako bi se ostvario cilj treba činiti ustupke drugoj strani, ali i tražiti ih od sugovornika te doći u ravnotežu pregovaračkih pozicija. Kroz rad je objašnjeno distributivno i integrativno pregovaranje kao dva osnovna načina pregovaranja.Negotiation is one part of getting a deal. For the negotiation to be as successful as possible, it is important to prepare well for the negotiations, and this can be done through the availability of information about the other party. During the negotiations, you should be kind and know how to listen to the other side. Different skills of negotiators can help during negotiations The preparation of negotiations starts from achieving the goal to be achieved in the negotiations. The paper explains the negotiation tactics used to age the goal in the negotiations. How sometimes the other side can be a difficult interlocutor in the paper is explained how to react in such situations. The paper explains some situations in negotiation: negotiating progress and negotiating a raise. In order to achieve the goal, it is necessary to make concessions to the other side, but also to ask them from the interlocutor and come to a balance of negotiating positions. The paper explains distributive and integrative negotiation as two basic ways of negotiation