Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)

8/12/2019 Seminarski Rad - Poslovno Pregovaranje (Ispravljeno)

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Poslovno pregovaranje

SADRAJ

SADRAJ............................................................................................................................11.UVOD...........................................................................................................................2

2.ELEMENTI PREGOVARANJA..................................................................................32.1. SUTINA I CILJ PREGOVARANJA.................................................................33. DILEME PREGOVARAA.......................................................................................4

3.1. VIESTRANI PREGOVORI...............................................................................44. NAIN PREGOVARANJA........................................................................................5

4.1. FAKTORI MOI U PREGOVARANJU.............................................................55. STRATEGIJE PREGOVARANJA.............................................................................66. KARAKTERISTIKE MEUNARODNOG PREGOVARANJA...............................!!. PRAVILA PREGOVARANJA..................................................................................."". PSI#OLOKI TIPOVI PREGOVARAA...............................................................12

".1. D$%&'(')'& *+,-$(+(/& .....................................................................................12

".2. E0)+$,+)&+('& *+,-$(+(/& ................................................................................12".3. I')+$,+)&+('& , *+,-$(+(/& ..............................................................................12".4. N,&'((............................................................................................................12".5. G%& ................................................................................................................12".6. F&$$7 *+,-$(+(/..............................................................................................13".!. (+& .................................................................................................................13

8. PREGOVARAKE FA9E........................................................................................131:. TAKTIKE I TE#NIKE PREGOVARANJA...........................................................15

1:.1. P+$7,&$'(', )(0)&0,.........................................................................................151:.2. A-+,&', )(0)&0,..............................................................................................1!

11. OSNOVNE METODE PREGOVARANJA............................................................18

12. POSE;AN OSVRT < ULAGANJE U RA9VOJ I IRENJE PROI9VODNI#KAPACITETA..............................................................................................................2213.9AKLJUAK...........................................................................................................2414. LITERATURA........................................................................................................25

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1.UVOD

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$0(+(0),+&()& 0($ *+,-$(+('=,1

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1

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2.ELEMENTI PREGOVARANJA

MINIMUM DVIJE STRANE SUKO; INTERESA DO;ROVOLJNOST MATERIJALNI ASPEKT PSI#OLOKI ASPEKT HCJENKANJE

2.1. SUTINA I CILJ PREGOVARANJA

U*=,'$ @$-$$+,' *$($> && (+(@'=(. T$ *$@+(%&=,(> @( @&=, && &,

)+('( *+,-$$+&%( (@$$=', 0+(='=&% &$@$%. 9?$- 0+(='=,- &$@( & *$=,@&(0$=, *+$&$@&> *$$'$ *+,-$(+('=, & -$$+ 0($ +,)() *+,-$(+('=(>%$- ?&)'$ $@+,@&)& @?&' 7&+%,> *,'$) '=,'$- *$$('=( & @(=& $*)('(0.

P$)$=, @( $*)( *+&)*( *+,-$(+('=

1.P$&&$'& && @&)+&?)&'&

2.P+&'&*&=('& && &'),-+()&'&.

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P+&'&*&=,'& *+,-$$+& && &'),-+()&'& P+&'&*&=,'$ *+,-$(+('=, =, ?(&+('$ '(&@,=& @( &=,& *+,-$(+(/( '& $?(,'$ ',0$%*()&?&'&. T+(-( , ( +=,,'=,% 0$=, ?&?&$ &'),+, $?=, )+(',. P$0(= @( , $@$=, *&)('=( & (+-%,')& $@ &/'$)& 0$=, 0=/,', *+,-$$+,.Win-win reenje.I'),-+()&'& *+,-$$+& *+,@)(=(= *+,-$$+,*+,-$(+(/& '()$=, @( $)(+, %(0&%(' 0$+&)> $@'$'$ @( ?& *$)&-& *$+(% 0$=&$@-$(+( &'),+,&%( $?,= )+('(. O(0& *+,-$$+& @$$@, @$ &)(&=, 0(@( $?=,)+(', '( @$?&)0.

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3. DILEME PREGOVARAA

V,&'( *$$'& *+,-$$+( '& (%$ @&)+&?)&'& '& (%$ &'),-+()&'& '(&%,>*+,-$$+& -('$% $?()(= & 0$'0+,')0, ,,%,'), & ,,%,'), (+(@'=,. I )(0,&)(&=, *+$&&(& ),'&=(> *$'()( 0($ @&,%( *+,-$(+(/(> 0$=( *$@+(%,( ),0,)+(),0, &?$+,. 9(@()(0 *+,-$(+(/( =, @( *$)(& +('$),B &%, 0$'0+,')0&)+(),-&=(> 0$=, &% $),B((= @( (+(= & @( ,7,0)&'$ )(+(= +&=,@'$)> & )+(),-&=,(+(@'=,> 0$=, &% $),B((= @( , %,$?'$ '(@%, & &0 '(=, +&=,@'$) (,?,. S)&'( =,)&', *+,-$(+('=( =, )$%, @( '(), @( & ,), , '(@%,)()& $?()&%( 0$=&%( &'),+,& *+,-$(+(/( *+$))(=,'& < )+(B,& &, & ', *+&)(=& '( %('=,

@+B('( (-,'&=( ( ()&) B&$)', +,@&', & -+(('0& *$0+,) ($/('=, *+&+$@, &%(=&), $'$', &=,, & /,)$ (+(= @( ?& ?$0&+(& +($=', &'&&=()&,> /(0 & 0(@( , '&,0*&&)'$ @$-$$+&& $ )(0$= (+(@'=&.

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4. NAIN PREGOVARANJA

P+,-$(+()& , %$B, H &,% &, & ,,0)+$'0&% *),%. U (&'$)& $@ ?+$=(*+,-$(+(/( +(&0=,%$ @&=, +), *+,-$(+('=( &'@&&@('$ & )&%0$.U &'@&&@('&%*+,-$$+&%( /,)= @$=, *+,-$(+(/(. P+,-$$+&> *$ *+(&> )+(= 0+(, ( $@0, ,@$'$, ?+B,.T&%0$ *+,-$(+('=, 0=/=, &, /,'&0(> *+,-$$+& )+(= @B,> ( & (%*+$, @$'$,'=( $@0( =, *$+&=& .

T&%0$ *+,-$(+('=,> %( 0$&0$ &-,@($ 0$%*&0$('&=,> &%( & =,@'?&)' *+,@'$) $@'$ '( &'@&&@('$

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),+,) *+,-$(+('=( , +('$%=,+'&=, +(*$+,=,> *( =, & 0$',')(+(&=(*+,-$(+(/( ,(.

4.1. FAKTORI MOI U PREGOVARANJU

1. *+&+$@( & +)( +(*$$B&& &'7$+%(&=(>2. *+&)$ 0$')&))&'& $@?$+( & '=&$( *$@+0(>3. +&=,%, & +$0$&>4. (),+'()&, *$)&('= *+,@$B,'$- *$+(%(5. &/', $$?&', *+,-$(+(/(.

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K$')&))&'& $@?$+ & $+-('&(&$'( *$@+0( &-+(= @&=, (B', $-, *+,-$(+('=. P+$> *$%(B '(% @( @,7&'&,%$ '(, &=,,> -$$+, '(% )( =,*+&()=&$ && ', %& *$/,)', *$'@,> &=( & 0+(='=, +,. D+-$> 0$')&))&'&$@?$+& '( $=,'== 0(@( , +()&%$ ( *+,-$$+(. S@, $ '(%( '( $'$ $'$-( )$%$ *$)&-&> *( '( *+,%( )$%, '(-+(= && 0(B'=((=.

P+&)&(0 +,%,'( & +$0$( P+,-$(+('=, =, $'$& +,%,'0&

$-+('&/,'( (0)&'$). T$ '(/& @( ,&'( )*(0( , *+(& *+& &),0 +$0( ( *+,-$$+,O*&=, @$ *$+(%( A0$ &%(%$ @$?+ $*&=> $'@( ',,%$ &%()& &0(0$ $=,('=,$/(=('=( (0$ *$($ *+$*(@', &=,0 &%(%$ %$-'$) @( , +()&%$ '( ) &@,=.L&/'( %$ P+,-$(+(/& &%(= & $@+,,', &/', 0(&),), 0$=& & %$- /&'&)&%$'&=&%.O'& 0=/= ,+=&$)> @$?+$ $-&/'$ +(%&=('=,> @$?+, 0$%'&0(&=0,=,)&', 0$')(0) $/&%(> =((' -( & =(0( &/'( *$,,'$) &=,&%( @$*+&'$&.

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5. STRATEGIJE PREGOVARANJA

S)+(),-&=, *+,-$(+('=( (&, $@ )&( *+,-$(+('=( 0$=& 0(+(0),+&, '(> 0($ &'(,- $*$',')(. K$+&),'=,% &)$- *+,-$(+(/0$- )&( ', *$)&B , &=,0 & &)& +,)()&.P+$)$+,/,'$> *+&)* 0$=& +&=,@& =,@'$= &)(&=&> @+-$= %$B, ?&)& 0$')+(*+$@0)&('.S(0$ =, +(&/&) & $@'$ )$%,> +(&/&)$ *+,-$(+(. 9()'$ *+(&$ *+,-$(+('=( =, @(*=,(' *+,-$(+(/ *+&(-$(( $= *+&)* *+,-$(+(/0$% )& $- $*$',')( &'=,-$&% *$)+,?(%(. P&$$& *$0((& @( '(*+(, %$@,, 0$=& , %$- '(*+,@*+,*$'()&0(0$ ?& *$%$-& *+,-$(+(/&%( *+,-$(+(/0$% *+$,.S)&$& *+,-$(+('= %$- ?&)&

((> )(+((> (0)&&)(> %&&(>

9(&& $@ )$-( 0$=, $$?&', *+,$((= 0$@ *$=,@&'( *+$, *+,-$(+('=(.K(+(0),+&)&0, +(&/&)& *+,-$(+(/0& )&$( %$B,%$ $*&()& &%(=& $?&+ @&=,$'$', @&%,'&=,

*+(> *+,@)(=( $+&=,')&('$) '( =@, && $+&=,')&('$) '( (@()0, @+-(> (0$ && ),0$ *$)(=('=, 0$%'&0(&=, ( @+-&%(

Sluaoci

O$?, 0$=, $+&=,')&(', '( =@, & ,$%( &=,', $@'$, ( =@&%(.,)$ *$/&'= *+,-$$+, +(-$$+$% '( $*, @+),', ),%,. O'& B,, @( -$$+, $*+$?,%&%( & @( ( ?$=, *$'(= 0($ $$?. 9( '=& =, *+,-$(+('=,0$=, -+(@& *$,+,'=, & %,$?'$ +(%&=,('=,> %'$-$ &, $@ *$(. N, $, @(-$$+, =('$.O'& %$- ?&)& & +$ *$+& *+$, @$'$,'=( $@0(> (& *$=,+=&&>$*)&%&)&/'& & *$,,'& +,)() 0$=& , ?&)& @$?(+ ( $?, )+(',. N, $, *+,&%('=,+&&0( & $, &-+'$) *$. . U *+,-$(+('=> ($& , )+@, @( (@$$=, $?=,)+(',Stvaraoci

O'& ', *+,B $@ *+,0&@('=( *+,-$$+( & ?&=('=( (,. V$, @( ?@ *+&'()&> @( *+&/(=*+,@ *?&0$%> ?, $?&+( )$ %$B@( ',%(= *$=%( $ ),%&. N,0(@( , ', %$-()(&)&.

M$- ?&)& &%*&'& & @$',)& $@0 '(*+,/(. K(0$ &% & &%, 0(B,> +$ 0+,()&'&.Aktivisti-P+(0)&/'&> &-+'& ,?,> )(0%&/(+0& +(*$$B,'& & 0$%*,),')'&. O@&/'$ +J,((=*+$?,%, & '( ,?, *+,&%(= '(=,& +&&0 & $@-$$+'$). N( @+-$= )+(&' %$- ?&)&(+$-(')'&> @$%&'(')'&> ',*$,+=&&> '(%,)=&&> *+(& &/'& ?$+&. N, $?(&+ , %'$-$'( *$)+,?, @+-& =@&> ',)+*=&& & $& ($&.Mislioci

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O'& )+(B, 7,+ & ,0$'$%&/'$ +,,'=, ( $?=, )+(',> & )$ +(@, *$+$ =,+ ),B, *,+7,0&=&.9()$ *+,-$$+&%( %$- ?&)& *$/,'& & ?,$,(='&. N, $, @( *+,&%(= +&&0,.J,@'$ *$ =,@'$ =, '=&$$ *+(&$. M&&$& %$- *$?$=()& $= 0$%'&0(&= (@+-&%( (0$ , %($ ?+(=> *+,)(' ( ?,0$'(/'&% @,)(=&('=,%> *+,% &,+&&0(& *$0(B %($ &, ?+&-, ( =@,.

P+,-$(+(/0& )&$&-+(7&/0& *+&0(

S/,=(('=, &'),+,( & -+('&, *+,-$$+(S)+(', 0$=, /,)= *+,-$$+&%( *$0()& , @( *+&?&B, $=, )($, < @$H-+('&, *+,-$$+(. T, -+('&, , )(+(= '( (=,@'&/0$= *$&&=& *+$)(=,'& )+('(.

6. KARAKTERISTIKE MEUNARODNOG PREGOVARANJA

M,'(+$@'$ *+,-$(+('=, , $?(=( *$%$ *('$(> *+$,(> )+(),-&=( &)(0)&0( +,()&'$ &/'& $'&%( 0$=& , 0$+&), *+,-$$+&%( ')(+ &)$- )+B&)(> )=.P+,-$$+&% ('( @$%(,% )+B&). O?=, +), *+,-$$+( 0(0$ '( %,'(+$@'$% )+B&))(0$ & '(@$%(,% )+B&) , &/&)& , &,> 0(0$ , *$,(( '&$ -$?(&(&=, &

&?,+(&(&=,)+B&)( & *+,@,(.K$@ %,'(+$@'$- *+,-$(+('=( )+,?( &%()& &@ =,@,, 0(+(0),+&)&0,1.S)+(', *$= +(&/&)&% (0$'0&% & *$&)&/0&% $0&+&%(. '(&$'('$% *+,

-$(+('= (0$'0& $0&+ =, &)&.2.O=,)=&$ =, '( ',$/,0&(', *+$%=,', )('=( ,%=& 0$=$= , , $?(=()&

*$$& *$&)&/0, 0+&,> +()$& & 3.K)+'& 7(0)$+& )&/ '( *+,-$$+, =,&0> *$$?'$)> *$$'( 7&$$7&=(4.K(+(0),+&)&0, *+,-$$+(

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S)+(', *+,-$$+&%( =,+= @( %$- @( )&/ =,@'& '( @+-, *$)&('= ?$=,-+,,'=( $@ +=,,'=( 0$=, ?& , *$)&-$ =,@'$)+('$% (0&=$%. S)+(', *+,-$$+&%( (-(', @( (=,@'&/0& )+(B, +=,,'=,> %=,)$ @( , 0$?=((= && )+(B, ',0$ @+-$

'(%,)')$ +,,'=,. S*+,%'$) '( H@(('=, & &%('=, )$0$% *+,-$$+( 0(@( 0$?=,',)+(', *$)&B 0$%*+$%&.

7. PRAVILA PREGOVARANJA

D( ?& ), ?&& *=,(' *+,-$(+(/ & *=,(' *$$'& /$=,0> *$+,@ )(,')(>*+&)$='$- '&$( $?+($('=(> )+/'$- '('=(> $*), 0)+, & @$?+& %('&+(> %$+(),'()& & *+(&( *$$'$- *+,-$(+('=(. 9( $?&=', *+,-$$+, )+,?( , & $?&='$

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

*+,-$$+&%( )( =, )$ )$ (% =, (=,@'&/0$> & /,% ?& , %$-& $B&)&> ( )( =, )$ )$ ?&( %$-$ +(&0$()& & @$0, ?&> & &> & ( *(+)',+ %$-& && %,$?'&% )*&%(.T$=, ,$%( ?&)'$> =,+> '( 0$'(/(' &$@ *+,-$$+( =,@'(0$> 0$&0$ & &> , )&()& & (*(+)',+ *+,-$$+&%(> 0$=&> )(0$,> B,& @( $)(+& $= &= & *$)&-', '(=&, )$%$B,.V(B'$ =, @( *,),> @( *+$= 7(& *+,-$(+(), $ ',*$+'&% && %('=, *$+'&%@,)(=&%(>0(0$ ?& & ( *(+)',+ &%($ &, %$)&( ( @(=, *+,-$(+('=( & +($-( (,,')(', )*0,. P+&=, *+,-$$+( @$?+$ , &'7$+%&&), $ &% @,)(=&%( ?&)'&% ( )$0 &0$'(/(' &$@ *+,-$$+( & *(B=&$ & ('(&&+(),. N()$=), @( *+,@&@&), & %$-,*$),0$,> 0($ &$@ *+,-$$+(. O *+,-$(+(/ %$+(), '()&> (&)(> %'$-$> =,+ (0(&'7$+%(&=( $'=,% & '=,-$$% *$ %$B, ?&)& (B(' @,)(= ( *+&*+,%> *$'(('=, &*=, *+,-$$+&%(. V(B'$ =, *$'(()& & *+&+$@> '(&0,> +,(' 7&'('&=0>

*+$7,&$'(' *+,-$(+(/0 %$ *+,-$(+(/(..

P(B=&$ & @$?+$ &('(&&+(=), , '=,-$, (?$)& & *+,@'$)& & )( ?& ,> 0($*+$?,% %$-$ *$=(&)& )$0$% *+,-$$+(. M$+(), %'$-$ )$-( '()&> 0(0$ ?& ), *$)&-&@$-$$+> 0$=& =, ( ( @$$='$ *$$=('> (& *+&()=& & ($'$-( ( 0&% *+,-$(+(),.U0$&0$ , @$%(&'> '()$=), @( *+,-$$+& *$/' & $@&=(= , $*),'$= & *+&=()'$=()%$7,+&. N, -$$+&), *+,&,> *$,?'$ ', $ ,?&> =,+ , ( (-$$+'&0 (&-+'$+(*&)($ ( , $(%(> )$ ?& % %$-$ ?&)& &'),+,(')'$ ( (% )$0 & &$@ *+,-$$+(.

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1:


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Sintetizer

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&%( (@()(0 @( +,&%&+( ),%, @$-$$+(> *$)(=( *&)('=( & *+(=( 0$',+(&=$% 0(@(, +0$$@&( $=,)& %$+'$ && '(*(@') $@ *+$)', )+(',.T+,?( @( ?@, '( $*+,'(+$/&)$ 0(@( =, +0$$@&( ),0$(%( & 0(@( =, ',$*$@'$ @( % *$%$-',.

Nadgleda

&%( ( $?(, @( (> (*&, & *+&%,)& '&=(', *$'(('= & '(%,+(%( *+$)', )+(',.

8. PSIHOLOKI TIPOVI PREGOVARAA

8.1. Domi!"i #$%&o'!$!(iN()$=, @$%&'&+()& *+,-$$+&%(. K$+&), -+? )(0)&0> 0$'& (*$,@('=>

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=(0$ ),0$ , $)(+(= )+,?( &% , *$,)&)& &, ',-$ @+-&%(.

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8.0. Fioo #$%&o'!$!(*+,*$'() ,), *$ ',*+,@&@&$)&. S(@ *+$)& ',/,-(>&-,@(= 0($ @( ', '(= )$$,> (& =(0$ @$?+$ '(=. D( ?&), ),@=,& +,%, & B&,'(%,)'&), &% (+-%,'), & =(',&=,,.

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. PREGOVARAKE !A"E

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Uspostavljanje kontaktaP+,-$$+& &%, *+,@,( *$/&'= 0$')(0)$% &%, (-$$+'&0(. N( $'$$'$-( $ /,% , B,& *+,-$(+()&> )+,?( 0$')(0)&+()& ( *+$&$(/&%(> (-,')&%(>@&)+&?),+&%( & @+. K)+'& (*,0)& & @+),'& $@'$& (0$= ,%=& $@+,= *+(&( ()(= 0$+(0.

Priprema za pregovore

Program*+$ )+,?( $@+,@&)& ),%, $ 0$=&%( , , +(-$(+()&> )$0$% *+$,( *+,-$(+('=(

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!iljevi

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Strateki pristup

P+&=, ',-$ )$ =,@',%$ ( *+,-$(+(/0& )$>)+,?( @( $@+,@&%$ '( 0$=& '(/&' ,%$*+,-$(+()&> @( $@+,@&%$ )+(),-&=, & )(0)&0, 0$=, ,%$ 0$+&)&)&. T+,?( @( , $@/&%$ (+) *+,-$$+( & )$ &%, *+$))(=('=(> *$)/&'=,'$)&> ',(0)&'$)&>(+(@'=, &

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Analiza pregovarake sposo"nosti

)+,?( ('(&&+() & *+,-$(+(/0 =,)&'> &0)$> *+,-$(+(/0 %$> @$?&=,',&'7$+%(&=, & *$'@.

Razvoj pregovora

Susret*+,-$$+& *$/&'= *+,@)(=('=,%>>&,% &,>> &%, )+('(. N(

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Poetna pozicija

*$&=, *+$- +,)( & *+,@)(=('=( *$/&'=, +(%,'( &'7$+%(&=( $ *$&&=(%((0, $@ )+('(.

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%akljuivanje pregovora

K+(='=& &= *+,-$$+( =, *$)&('=, @$-$$+(. K(@( *+,-$$+& ?@ (0=/,'&>*$)*&=,, -$$+.

&snovni elementi ugovora kojim tre"a da se zavri pregovaranje su'

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1#. TAKTIKE I TEHNIKE PREGOVARANJA

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15.1. P$o%*io!% "!)"i)%

(ontrola i koritenje prostora

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(ontrola i koritenje vremena

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(oritenje inormacija

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&dnositi se na konkurenciju

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)a ali u zamjenu za*

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(rajnji za+tjev

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I,i u detalje

< U ',0$% %$%,') *+,-$$+( %$+(%$ & @,)(=, ),'&/0,> 7&'('&=0, && (0$'0,e+niki< )+('& 0$=( *+$@(=, ),'$$-&= $@-$(+( @( , +(-$$+& +,@+,@, '(

),'&/0, (*,0),..inansijski

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%akonski

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< *+,-$$+& &%, @( *+,@,( & @, +(&/&), ,%=, %$+(= @(, *+&(-$@, '(&$'('&% & &'),+'(&$'('&% (0$'&%(.

Pozvati se na presti/

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Ne popustiti 0izdr/ati pritisak0

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&"e,anje i nagrade

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Uo"iajena praksa

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)$ >>'( (,% %=,) +(@&&>>. $@'$'$ )$ =, $?&/(=,'( *+(0(

&sla"iti povjerenje #

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Pretnje #

1!


18/25


()$=& , $@ *$$+,'=( $ ',-()&'&% *$,@&(%( 0$=, ?& *+$+$0$($ ',*+&()('=,',0& $@ '(& *+&=,@$-(. N(=/,, *+,)'=, *+&=,@$- @( @+-( $$?( *+,-$(+(%=,)$ '(.

Ultimatum

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Napadi

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%astraivanje

$?&/'$ , 0$+&)& 0(@( , *+,-$$+& $0$> ( '( (B', ),%,> '((, $+$0(0 & '&%$ )('= @( & '=,-( &(,%$ 0+$ = *+,@$-(. P(,'=, =, *$',0(@ &, )& *+,-$$+(> ',-$)(0)&0(N( *+&%=,+@&+,0)$+& '(?(0, ,&0& *+,@,( /,)$ &%(= ()+(=& )( *+,%( $=&%@$?(=(/&%(> 0$=& %(( & +,@'=( *+,@,(.

1a/

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Prevara i alsiikati

*+,(+( =, (B 0$=( =, *+,( -+('&, (0$'(. J,@'( )(+ =, ', +,& &)&'> ( @+-('(%=,+'$ %,'=()& & 7(&7&0$()& @$-((=,. J,@&'& '(/&' @( , ',)+(&, $( )(0)&0( =,),?&)& =?((' (& $*+,('*+$=,+&)& , *$@()0,.

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Pra,enje i pijuna/a

< *$%()+( , *+$)'( )+('( 0(@( , )$ ', %&=, +(@&)&> )=. (' *+,-$$+(. E0)+,%'*+&%,' $, )(0)&0, *+,@)(=( *+&0&('=, ),,7$'(> *&='(B(,*$@()(0( &)@.

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(ra$a

< $@&%('=, )(='& &'7$+%(&=( =, /,, *+, *$/,)0( *+,-$$+( ',)('(0 @&0,)(>CD(>.

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Ucjena

< *$0(= @( *(+'&0 *(@', 0$*0. N(-$$+&%$ -( '( ',,-('$ *$)*('=, @( ?& -()&%,> 0('&=, &=,'&&. T$ =, *$',0(@ )(0)&0( 0$=( *+()& %&)$.

11. OSNOVNE METODE PREGOVARANJA

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Mo,

Pravo

Interesi

Mo,S*$$?'$) %=,+(('=( &$@( *+,-$(+('=(.T,0$ =, )+@&)& 0$ &%( , %$ ?,

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Pravo

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Prepreke u postizanju sporazuma mogu "iti'

1. ),0& *+,-$(+(/&

2. ',@$)()(0 *$,+,'=(

3. %$-& (?$),+&

4. +(&0, *$ & 0)+&5. *+$?,% 0$%'&0(&=&

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Nedostatak poverenja=(=( , $'&% &)(&=(%( 0(@( (% , /&'& @(@+-()+('( ?,7&+( & (B,. S%'=(), @( @+-( )+('( ',%( '(%=,+ @( &*'& $=($?,('=(. ;@&), *+,%'& @( '(-(&), *$)+,? ( *$)$('=,% *+&'&*( & $,'=,@$0%,')(&=, '( *+,&(' '(/&'& +)&), *$+(% $@+,@?, $ ('+,@'&% $0$'$)&%(>0($ )$ $@+,@?, $ -(+(')'$% @,*$&)> @,*$'$('= +,@)(( @$ &*'=,'( $( &&0('(%(( ',&+,'=, $?(,( ( %$B@( & *$&)&', *$@)&(=, ( &+,'=, $?(,,*+,+,%,'(.

Mogu,i sa"oteri3 K(@( -$@ =@& '( 0+(= *+,-$$+( *$%&, @( &-?&&$/,0=), $)*$+ & %$- (?$)(B. I ),=0$@,+&> & (*$,'& & 0*& %$- @( ?@(?$),+& (0$ &%(= %$ @( *+&=,/, (, *+,-$$+,. O)*$+ %$B, @( ?@, *(&('>0(@( *+,-$(+(/& '& *$,,'& &=,&%( & *+$, $)(+&('=( )& &=,(> && (0)&('> &@@&+,0)'$- *+$)&=,'=( & (?$)(B,. N(+$/&), &,)+('&% *+,-$$+&%(> QQ'&0(0(

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*$-$@?(QQ %$B, &, $@-$(+()& ',0&%),=0$@,+&%( ',-$ ',0& 0$'0+,)(' +,)().R=,,'=( ( %$- (?$)(B %$- ?&)&)&('=, %$-& (?$),+(> *+$&+&('=, *$+(%(> ($*)(('=, %$-'$)& $'&%(0$=& *+B(= $)*$+> 7$+%&+('=, %,('&(%(0$')+$, 0($ & 0$(&&=, 0$=( =, )('= @('(@(@( (?$),+,.

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0$%'&0(&=, && *+,@$/&), +(&/&), '$+%, && *+,)*$)(0, ( 0$=, %()+(), @( ?&,+$0 *+$?,%(.

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12. POSE$AN OSVRT % ULAGANJE U RA"VOJ I IRENJE

PROI"VODNIH KAPA&ITETA

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N,&?=,B'$ =, *+&=, (%, *+&=, ,0*('&=, &+&)& $) ('(&> @( ?& '(& '( )( *$,?'$%$+(%$ $?+()&)& *(B'= & 0$=, ), '(=,, *+&=,)'=, 0$=, ?& *$),'&=('$ %$-, @( -+$,(% *+$=,0().

SNAGE SLA;OSTI @-$-$@&'=, *+$&$@'$ &0)$> &+$0 ($+)&%(' *+$&$@(>

&$0 ),*,' &0$+&,'=( 0(*(&),)(>

&$0 0(&),) *+$&$@(>

+(&=,'( (+(@'=( @&)+&?&$'$%%+,B$%>

%(& *+$&$@'& 0(*(&),)&>

&$0& )+$0$& +(@', '(-,>

PRILIKE PRIJETNJE $B&=(('=, *+&+,@', (0)&'$)&>

$B&=(('=( (0)&'$)& -+('&>

*$+() 0$+&),'=( *+$&$@(>

=(/('=, 0*$', '(-, )('$'&)(

',*$='& )+,'@$& (0)&'$)& -+(',0$=$= *+&*(@( *+,@,,>

',&0&@'$) 0*((>

=(/('=, @$%(, & )+(',0$'0+,'&=,>

*$)$=('=, &$- )+B&)(>

&'7(&=(

T(?,( 1.1. SOT ('(&( *+,@,( 0$=, B,& @( +& ,0*('&=

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13."AKLJUAK

P$)$=, +(&/&), @,7&'&&=, ),+%&'( *+,-$(+('=,H> (& =,@'( $@ $'& 0$=('(==,@'$)('&=, $?=('=(( $(= ),+%&' =, @,7&'&&=( 0$')(')( E@ ;+$@$,=( 0$=& 0(B,@( =, *+,-$(+('=, *+$, 0$=& $?()( *+,(&(B,'=, *+,*+,0( *$/,)'& *$&&=()+('( *$$'&% *+,-$$+&%( &= *$)&('=( %,$?', (-('$)&H. 2

R(&/&)& =@& &%(= +(&/&), *$)+,?, & &'),+,,. ,)$ )& &'),+,& %('=$= &&,$= %,+& *+$)(=,'&> )$ @$$@& @$ &)(&=, @( @&=, && &, )+('( )*(= *+,-$$+,. U*+0$ *$('&% +(&0(%( *+&)* *+$?,% ,&'& /(=,( %$-, =,$)(+&)& *=,'$ *+,-$(+('=,. ;, $?&+( @( & $&%$ @( *+,-$(+(%$ && ', & @( & %$)$-( ,'& && ',> *+,-$(+('=, =, =,@'( $@ (0)&'$)& 0$= '(=/,, $?(=(%$> )$ =,()$%()0& +)(( =,@' $@ '(=(B'&=& =,)&'( 0$%'&0(&=& ( @+-&% =@&%(>*$@=,@'(0$ (B' 0(0$ *$$'$% )(0$ & *+&()'$% B&$). V,&'( =@&> %,)&%>'&=, ,)'( @( , $(= *+$, (0$@','$ & -$)$$ ',*+,0&@'$ @,((. U ',@('$*+$,@,'$% &)+(B&('= '( S(' D&,-$ U'&,+&)> '( *&)('=, K$&0$ /,)$*+,-$(+(),H> /(0 36 &*&)('&0( =, $@-$$+&$ +&=,)0$ && '&0(@(. T(/(' $@-$$+ ?&)+,?($ @( -(& $ +&=,%,> =,+ =, , B&$)> (0$% )+,')0 & *$@ ?&$ 0$=&%$&%( )(+ *+,-$$+( $@ )$-( 0$ , $@ '(& 0('( =)+$ @( &',, ?+, & 0,> 0$=& ,%$ +,)$+(' @( $@,%$ ( *+&=(),=&%(> -@, ,%$ @( $@,%$ '( $@%$+> *( , @$(B'& *$$'& ),%( 0($ )$ =, +(-$$+ ( ,7$% $0$ *$,('=( *(),> @$-$$+( (0$,-(%( $0$ +,%,'0& 7(( $@+,,'$- *+$=,0)( && *(0 *+,-$(+('=, &=+(+=,,'=( (B'& *$&)&/0& *&)('=(> +,(('=, 0$?( & .

R&=,/ *+,-$(+('=,H 0$@ ',0& =@& &(&( ($&=(&= %/'$- & '(*$+'$-*+$,( $/(('=( ( @+-&%(. T(0$ ()('=, *+,-$(+('=( %$B, ?&)& *$=,@&(

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

',-$ &0(@( =, '(/(='$ *+,-$(+('=, 0($ *+$, -@, , @, *+$))(=,', -+*,(-(((= & ),B, @( &'( '(=?$=, +,,'=, ',0$- *+$?,%(> 0(0$ ( ,?,> )(0$ & ($0$&' 0$=$= ,-&)&+(=.

2

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14. LITERATURA

1. HPOSLOVNI PREGOVARA The Global Negotiator < J,(@ . S((,>2::3.-$@. < 2::6.-$@. F(0),) ( ,0$'$%&=> 7&'('&=, & (@%&'&)+(&=> ;,$-+(@

2. HPOSLOVNI PREGOVORI SA STRANIM PARTNERIMA> N(@( R%,'/&>2::8.-$@.> G+(,&'0( 0'=&-(

3. HVELIKI POSLOVNI PREGOVORI> G$+(' T@$+> 2::8.-$@.> M.E.P. C$')

4. .+&?@.$%

5. ))*.&'0,,(+'&'-.$%

6. ))*.,+?&('7+'&)+,.$+-

!. ))*.(?$),+&).+*+,-$(+('=,&@&*$%()&=(.)%
http://www.scribd.com/http://www.link-elearning.com/http://www.serbianfurniture.org/http://www.absolutsecurity.rs/pregovaranje_i_diplomatija.htmhttp://www.scribd.com/http://www.link-elearning.com/http://www.serbianfurniture.org/http://www.absolutsecurity.rs/pregovaranje_i_diplomatija.htm

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