| Abstract | Tema diplomskog rada je Komunikacija u poslovnom pregovaranju pa će se samim time obrađivati tema komunikacija i poslovni pregovori. Komunikacija je od izrazite važnosti kako u svakodnevnom životu tako i u poslovnim pregovorima jer upravo o njoj ovisi uspješnost pregovaranja. Prilikom sklapanja poslova uspješna komunikacija i dobre pregovaračke vještine mogu izravno utjecati na uspjeh kako samih menadžera tako i organizacije. Poslovno pregovaranje je značajna vještina u poslovnom svijetu, postojanje cilja u pregovorima omogućuje uspjeh organizacije kao i ostvarivanje njezinog profita. U poslovnim pregovorima nužno je znati verbalno, ali i neverbalno komunicirati odnosno poznavati iz neverbalnih znakova pojasniti verbalnu poruku sugovornika. Priprema je jedna od najvažnijih koraka za uspješno poslovno pregovaranje kako bi konačni ishod bio na našoj strani. Danas se veliki dio posla odvija putem interneta pa se isto tako može i pregovarati elektroničkim putem ili putem telefona, ali je važno znati da se ovim načinom pregovora ne može steći dobar međuljudski kontakt kao u osobnom susretu, a koji je vrlo važan u procesu pregovora. U svakoj vrsti pregovora bitno je koju taktiku i strategiju će pregovarač odabrati jer na kraju pregovora važno je ostvarenje ciljeva organizacije, postizanje mudrog dogovora, i svakako paziti da ne narušimo odnos između pregovaračkih strana. U diplomskom radu napravljeno je primarno istraživanje na 197 ispitanika, prilikom čega je ispitano njihovo poznavanje znakova neverbalne komunikacije, učestalost pregovaranja u privatnom i poslovnom životu kao i njihovi stavovi o pregovaranju. |
| Abstract (english) | The topic of the graduation thesis is Communication in business negotiations, so the thesis will cover communication and business negotiations. Communication is extremely important both in everyday life and in business negotiations, because the success of negotiations depends on it. When making deals, successful communication and good negotiation skills can directly affect the success of both the managers themselves and the organization. Business negotiation is an important skill in the business world, the existence of a goal in negotiations enables the success of the organization as well as the realization of its profit. In business negotiations, it is necessary to know how to communicate verbally as well as non-verbally, that is, to know how to clarify the interlocutor's verbal message from non-verbal signs. Preparation is one of the most important steps for a successful business negotiation so that the final outcome is on our side. Today, a large part of the business takes place over the Internet, so it is also possible to negotiate electronically or over the phone, but it is important to know that with this method of negotiation you cannot gain good interpersonal contact as in a personal meeting, which is very important in the negotiation process. In each type of negotiation, it is important which tactics and strategy the negotiator chooses, because at the end of the negotiation, it is important to achieve the goals of the organization, reach a wise agreement, and be sure not to damage the relationship between the negotiating parties. In the thesis, primary research was conducted on 197 respondents, during which their knowledge of signs of non-verbal communication, the frequency of negotiations in private and business life, as well as their attitudes about negotiations were examined. |
