| Abstract | Pregovaranje je prisutno u svakodnevnom životu, a u ovome je radu naglasak stavljen na pregovaranje u poslovnom svijetu. U radu su istraživani proces i analiza pregovaranja na primjeru organiziranja konferencije, stoga je rad podijeljen na teorijski i istraživački dio. U teorijskom je dijelu rad obuhvatio definiranje pregovaranja, vrste, načine, strategije, čimbenike i elemente procesa pregovaranja te organiziranje događaja, točnije, konferencije. Istraživački dio rada obuhvaća primjer regionalne konferencije organizirane od strane velike medijske kompanije. Metoda istraživanja bila je analiza slučaja, a metoda prikupljanja podataka bile su javno dostupne informacije o konferenciji. Stavke kroz koje je analiziran proces internih i eksternih pregovaranja uključivale su tim ljudi zaduženih za organizaciju konferencije, temu konferencije, vrijeme i mjesto održavanja događaja, program i govornike, catering, ciljanu publiku i prodaju ulaznica, sponzore i njihove donacije te oglašavanje. Nakon istraživačkog dijela slijedi prikaz rezultata istraživanja te zaključak. Istraživanjem je potvrđeno integrativno pregovaranje kao dominantno pregovaranje između različitih poslovnih partnera iz čega se može zaključiti da su kvalitetni partnerski odnosi prioriteti u pregovaranju. Svrha rada je naglasiti važnost i prisutnost pregovaranja u stvaranju i održavanju odnosa u poslovnom svijetu, kao i obrazložiti elemente i proces pregovaranja na konkretnom primjeru. U konačnici bi rad mogao poslužiti kao osnova i/ili ideja za buduće procese i načine pregovaranja unutar i izvan neke tvrtke, ponajprije u pregovaranjima u organizaciji nekog događaja. Osim toga, u radu je pregovaranje povezano s prodajom na temelju čega su vidljive neke zakonitosti privlačenja kupaca na određeni događaj. |
| Abstract (english) | Negotiation is present in everyday life and in this paper the emphasis is on the negotiation in the business world. In the paper, process and analysis of the negotiation are explored using the organization of a conference as a model, and therefore this paper is divided in a theoretical part and a research part. In the theoretical part, the paper includes defining of the negotiation, types, modes, strategies, factors and elements of the negotiation process, as well as organizing of events, that is organizing of conferences. The research part of the paper includes a model of a regional conference organized by a large media company. Case analysis was used as a research method, and a method used for data collecting was the publicly available information was used. Elements through which the process of internal and external negotiations was analysed included a team of people responsible for organizing the conference, topic of the conference, time and place of the event, program and the speakers, catering, target audience and ticket sales, sponsors and their donations, and advertising. After the research part, the results of the research follow and paper ends with conclusion. The research confirmed the integrated negotiation as a dominant negotiation between different business partners and from this it can be concluded that a good relationship between business partners is a priority when negotiating. The purpose of the paper is to stress out the importance and presence of the negotiation in creation and maintaining of the relationships in the business world, as well as to explain the elements and the process of negotiating on a concrete example. Ultimately, the paper could be used as a basis and/or as an idea for future processes and methods of negotiating within and out of a certain company. Apart from that, in this paper the negotiation is connected with sale and based on that, certain regularities in relation to attracting the customers regarding a certain event can be noticed. |
