| Power factors and negotiation strategies | Faktori moći i izbor strategije u pregovaranju |
| Management, [pdf] | Menadžment, [pdf] |
| ID: 7.2008.47-48.1 Number: 47-48 Volume: XIII Month: 4 Year: 2008 UDC: 005.21:005.574 [tmx] [bow] |
Milan Stamatović
Institution: UNION university, Faculty of Enterpreneurship, Belgrade | Milan Stamatović
Institucija: Univerzitet „UNION“, Fakultet za preduzetnički biznis, Beograd |
Nebojša Zakić
Institution: UNION university, Faculty of Enterpreneurship, Belgrade | Nebojša Zakić
Institucija: Univerzitet „UNION“, Fakultet za preduzetnički biznis, Beograd |
Ilija Nikolić
Institution: UNION university, Faculty of Enterpreneurship, Belgrade | Ilija Nikolić
Institucija: Univerzitet „UNION“, Fakultet za preduzetnički biznis, Beograd |
Abstract
The paper explains the major elements of negotiations, key power factors of negotiating skills, the selection of a proper enterpreneurial strategy as well as significant ethic issues. Choosing a proper enterpreneurial strategy depends on what one finds more important – the basic outcome, the relationship outcome, or both. Success in negotiating is a matter of attitude to how the negotiation processes itself is conducted and what is being done to reach optimal results. Our aim in this study is to provide guidelines to be used both for the purpose of successful negotiating and of dealing with various situations we might find ourselves in as negotiators. | Apstrakt
U radu se objašnjavaju glavni elementi pregovaranja, ključni faktori moći u pregovaranju, izbor odgovarajuće preduzetničke strategijei važna etička pitanja. Izbor pregovaračke strategije se zasniva na tome da li nam je bitniji suštinski ishod, ishod odnosa ili obe ove dimenzije.Uspešnost u pregovaranju je stvar shvatanja kako se pregovaranja odvijaju i kako postići optimalni ishod. Svrha ovog rada jeda da vodiče za uspešno obavljanje pregovora i kako ih primeniti na različite situacije u kojima se kao pregovarači možemo naći. |
| Pages: 4-11 | Strane: 4-11 |