| Abstract | Pregovori su svakodnevna, ali ne i obična ljudska aktivnost. Ako razgovor između dviju
osoba počne ići u smjeru pokušaja zadovoljenja potreba jedne osobe, koristeći se drugom
osobom na razuman način, može se zaključiti da su pregovori već započeli. Pregovaranje je
umjetnost prilagođavanja i kao takvo zapravo predstavlja umjetnost komuniciranja. Upravo
navedene činjenice pokazuju kolika je važnost razvijanja vještina komuniciranja za uspješno
vođenje pregovora.
Rezultat pregovaranja u nepovoljnim situacijama nemoguće je predvidjeti, ali dobri
pregovarači mogu nadjačati protivnika pri čemu se koriste upravo „njegovim oružjem“ kako
bi ostvarili vlastiti cilj. Teška situacija može biti konflikt ili oštro neslaganje te
suprotstavljanje interesa, ideja itd., koje može uključivati percipirano razilaženje interesa.
Mogući predmeti sukoba se razlikuju po svojoj prirodi, značenju i stilu. U radu će se istražiti
situacije u kojima se primjenjuju dvije osnovne vrste pregovaranja, a to su distributivno i
integrativno pregovaranje. U distributivnom pregovaranju su ciljevi jedne strane u izravnom
konfliktu s ciljevima druge strane, atmosfera je natjecateljska, resursi ograničeni, a obje
strane žele što veći udio u njima, dok se integrativnim pregovorima pokušava pronaći rješenje
kojim će obje strane ostvariti svoje ciljeve.
Konflikt je važan element međuljudskih odnosa. U trenutku kada dva pojedinca, grupe,
organizacije ili države stupe u kontakt i pritom pokušavaju ostvariti svoje ciljeve, njihov
odnos postaje nekompatibilan. Do konflikta može doći kada dvije strane teže k istom cilju i
općenito žele iste ishode ili kada pak obje strane žele vrlo različite ishode. Bez obzira na
uzrok konflikta, pregovaranje može imati važnu ulogu u njegovu uspješnom rješavanju.
Predmet ovoga rada je pregovaranje u nepovoljnoj situaciji. U radu je dan pregled različitih
vrsta pregovaranja, analiza pregovaračkih strategija i taktika, a poseban naglasak je stavljen
na način pregovaranja u nepovoljnim situacijama. |
| Abstract (english) | Negotiations are an everyday, but not an ordinary human activity. If a conversation between
two people starts moving in the direction of trying to get the first person to meet his or hers
needs, while using the other person in a reasonable way, it can be concluded that the
negotiations have already started. Negotiating is the art of adaptation and as such, it is
actually the art of communication. The aforementioned facts show the importance of
developing communication skills for successful negotiations.
It is impossible to predict the outcome of negotiations in disadvantaged situations, but good
negotiators can overrun the opponent by using precisely “opponents` weapon” to achieve his
or her own goal. A difficult situation can be either a conflict or sharp disagreement or a
confrontation of interests, ideas, etc. that may involve perceived disparity of interest. Possible
conflict situations differ in their nature, importance, and style. This paper will look at
business situations where two basic types of bargaining are being applied, those being are
distributive and integrative bargaining. In distributive bargaining, the goals of one side are in
direct conflict with the goals of the other party, the atmosphere is competitive, the resources
are limited, and both sides want to have the largest share in them, while integrative
negotiations try to find a solution which enables both sides to achieve their goals.
Conflict is an important element of interpersonal relationships. When two individuals,
groups, organizations, or states come into contact and try to keep up with their goals, their
relationship becomes incompatible. Conflict can arise when two sides strive for the same goal
and generally want the same outcomes or when both sides want very different outcomes.
Regardless of the cause of the conflict, negotiating can play an important role in its successful
resolution.
The subject of this paper is bargaining in an inconvenient situation. This paper presents an
overview of various types of negotiation, analysis of negotiating strategies and tactics, with
particular emphasis on bargaining in disadvantaged situations. |
