NEGOTIATION IN PURCHASING PROCEDURE: EXAMPLE ON KREBE - TIPPO D.O.O.

V diplomskem delu so predstavljene splošne značilnosti pogajanj, pogajalskih strategij in uporabljenih taktik. Podrobno je predstavljena vloga in pomen pogajanj v procesu nabave in na primeru podjetja Krebe-Tippo. V prvem delu naloge je predstavljena vloga in pomen nabavnega managementa, opisani so cilji nabavnega postopka, upravljanje preskrbovalnih verig, odnosi z dobavitelji in outsourcing. Drugi del naloge govori o opredelitvi pogajanj in pravilih uspešnega pogajanja, stopnjah pogajalskega procesa, ki si sledijo od priprav na pogajanja, začetka pogajanj, procesa iskanja rešitev do doseganja sporazuma ob zaključku pogajanj. V tem delu opisujemo tudi pogajalske strategije in taktike, V tretjem delu na primeru pogajanj v nabavnem postopku podjetja Krebe-Tippo uporabimo pridobljena znanja o pogajalskem procesu in strategijah ter taktikah pogajanj.ABSTRACT The graduation thesis analyses general negotiation characteristics, negotiating strategies and tactics used. The role and importance of negotiation in purchase process on example of company Krebe-Tippo are defined in details. In the first part we present the role and the importance of purchasing management and the objectives of the purchase procedure, the purchasing and supply chain management, relationships with suppliers and outsourcing are described. The second part is presenting definition of negotiations and successful negotiations rules, negotiation stages from preparing, beginning and process of finding the agreement at the completion stage of negotiation. In the third part we discuss and use the negotiation skills, strategies and negotiation tactics as on example of purchase process in company Krebe-Tippo