Tactics of distributive negotiation
| Autor: | Jurković Majić, Olivera, Janjić, Branko |
|---|---|
| Jazyk: | chorvatština |
| Rok vydání: | 2022 |
| Předmět: | |
| Zdroj: | Communication Management Review Volume 07 Issue 02 |
| ISSN: | 2459-6086 2459-590X |
| Popis: | U kontekstu poslovnog pregovaranja, pregovaranje je istovremeno i znanost i vještina; u smislu vještine poslovno pregovaranje podrazumijeva određena ponašanja, umijeća, sposobnosti te iskustva dok se znanje o pregovorima smatra korisnim alatom koji olakšava provedbu procesa; znanja se moraju što više praktično primjenjivati (prakticirati) kako bi se, nekada izrazito rivalsko poimanje pregovaranja, oblikovao kao poslovni proces u kojem je prevladan raskorak između teorije i prakse. Poslovno se pregovaranje najčešće analizira u dva konteksta: kontekstu kupoprodaje te odnosa unutar poslovnog subjekta (interno pregovaranje). Kao sve važnija poslovna vještina kojom se pronalaze rješenja za konfliktne, a međuovisne situacije učinkovito poslovno pregovaranje ima multiplikativni učinak u smislu stvaranja dodane vrijednosti. Poslovno je pregovaranje “razmjena korisnog za korisno“, a o tome što je korisno i kako doći do toga, odlučuje svaka strana za sebe što se prepoznaje preko pristupa pregovorima kao i korištenim strategijama i taktikama. U radu se analizira strategija distributivnog pregovaranja koja je bila dominirajući pregovarački pristup u prošlosti (i danas se koristi) s naglaskom na taktike pregovaranja koje koriste distributivni pregovarači kao i načine reagiranja na iste. Same taktike, tj. njihovi nazivi ili sintagme proizašle su iz pregovaračke prakse, a izazivaju interes i šire javnosti zbog korištenog nazivlja (sintagme) za opis pregovaračke taktike. In the context of business negotiation, negotiation is both a science and a skill; in terms of skill, business negotiation implies certain behaviours, skills, abilities and experiences, while knowledge on negotiation is considered a useful tool that facilitates process implementation; knowledge must be applied (used) as often as possible in order to, due to at times highly competitive differences in the concept of negotiation, shape it as a business process, in which the gap between theory and practice is bridged. Business negotiation is most often analysed in two contexts: the context of buying and selling and relationships within the business entity (internal negotiation). As an increasingly important business skill that finds solutions to conflict, but interdependent situations, effective business negotiation has a multiplier effect in terms of creating added value. Business negotiation is the "exchange of something beneficial for something else beneficial", and what is beneficial and how to get there is decided by each side for themselves, which can be identified through the approach to negotiations as well as the strategies and tactics used. The paper analyses the strategy of distributive negotiation, which was the dominant negotiation approach in the past (and is still used today) with an emphasis on negotiation tactics used by distributive negotiators, as well as ways of responding to them. The tactics themselves, i.e. their names or terms are derived from negotiation experience, and arouse the interest of the general public due to the terms used for the description of the negotiation tactics. |
| Databáze: | OpenAIRE |
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