Negotiation Styles

Pregovaranje je dio svakodnevnog života. Ljudi moraju stalno pregovarati, na primjer na poslu u cilju sklapanja ugovora itd. Učinkovite vještine pregovaranja su osnovno sredstvo da ljudi postignu ono što su namjeravali. To je vrsta komunikacije, koja omogućuje postizanje sporazuma u situacijama kada ljudi nemaju isto mišljenje. Pregovori imaju važnu ulogu u poslovnom svijetu jer prethode gotovo svakoj važnoj odluci. Danas, pregovaranje kontrolira gotovo sve elemente poslovnog procesa, koji postaju vodećim temama među menadžerima. Bez svijesti o vlastitom stilu i ideje o tome koji stil doprinosi pregovaračkim prednostima i nedostacima rada, to može stvoriti put neuspješnim ishodima. Pregovarači imaju tendenciju pregovarati iz jednog od pet stilova: nadmetanja, prilagođavanja, izbjegavanja, kompromisa ili suradnje. Oni su prilagođeni stilovima sukoba Thomasa Kilmanna i imaju tendenciju da dobro koreliraju u pregovorima. Sama definicija pregovaranja iznosi se kao uvodni dio teorije. Slijedi podjela pregovaračkih stilova te vrsta i faza pregovaranja u prvom dijelu rada. Teorija zatim prelazi na strategije koje se obično koriste u distribucijskom i integrativnom pregovaranju. Završava s taktikama pregovaranja, koje pregovarači koriste za dosezanje najučinkovitije strategije. Analitički dio rada usredotočen je na istraživanje stilova pregovaranja na konkretnoj studiji slučaja. Analiza naglašava učestalosti korištenja stilova pregovaranja u ovisnosti o međusobnim konstelacijama. Također, fokusira se na važnost i učinkovitost taktika i strategija u okviru pregovaračkih stilova. Glavna pretpostavka teze je dokazati važnost pregovora kao sastavnog dijela poslovanja i analizirati važnost učinkovitih taktika i strategija pojedinih stilova pregovaranja, kako bi se postigli ciljevi.Negotiation is used everyday in life. People need to negotiate constantly, for example at work in order to conclude contracts, etc. Efficient negotiation skills are the basic instrument used by people to achieve their aims. This is a type of communication that allows us to reach an agreement in situations where people do not have same opinions. Negotiation have an important role in the world of business because it is almost always a part of process when making a decision. Today, negotiation controls almost all elements of the business process, which are becoming main topics between the managers. Without an awareness of one’s own style and an idea of which style contributes to the negotiating advantages and disadvantages of work, this can pave the way for unsuccessful outcomes. Negotiators tend to negotiate from one of five styles: bidding, adjusting, avoiding, compromising, or cooperating. They are adapted to Thomas Kilmann’s conflict styles and tend to correlate well in negotiations. The very definition of negotiation is presented as an introductory part of the theory. The following is a division of negotiating styles, and the types and phases of negotiation in the first part of the paper. The theory then moves on to strategies commonly used in distribution and integrative negotiation. It ends with tactics of negotiation, managers use them to achieve the most efficient strategy. The analytical part of the paper is focused on research of corporate governance, along with managers and business people, who are obliged to negotiate. The analysis highlights the role that executives play in business negotiation. The analysis focuses on efficiency and the importance of tactics and strategies within negotiating styles. The main premise is proving the important role of negotiations in business and analyze the importance of efficient tactics and strategies based on individual styles of business negotiation, to achieve the aims of managers

Negotiation Styles

Pregovaranje je dio svakodnevnog života. Ljudi moraju stalno pregovarati, na primjer na poslu u cilju sklapanja ugovora itd. Učinkovite vještine pregovaranja su osnovno sredstvo da ljudi postignu ono što su namjeravali. To je vrsta komunikacije, koja omogućuje postizanje sporazuma u situacijama kada ljudi nemaju isto mišljenje. Pregovori imaju važnu ulogu u poslovnom svijetu jer prethode gotovo svakoj važnoj odluci. Danas, pregovaranje kontrolira gotovo sve elemente poslovnog procesa, koji postaju vodećim temama među menadžerima. Bez svijesti o vlastitom stilu i ideje o tome koji stil doprinosi pregovaračkim prednostima i nedostacima rada, to može stvoriti put neuspješnim ishodima. Pregovarači imaju tendenciju pregovarati iz jednog od pet stilova: nadmetanja, prilagođavanja, izbjegavanja, kompromisa ili suradnje. Oni su prilagođeni stilovima sukoba Thomasa Kilmanna i imaju tendenciju da dobro koreliraju u pregovorima. Sama definicija pregovaranja iznosi se kao uvodni dio teorije. Slijedi podjela pregovaračkih stilova te vrsta i faza pregovaranja u prvom dijelu rada. Teorija zatim prelazi na strategije koje se obično koriste u distribucijskom i integrativnom pregovaranju. Završava s taktikama pregovaranja, koje pregovarači koriste za dosezanje najučinkovitije strategije. Analitički dio rada usredotočen je na istraživanje stilova pregovaranja na konkretnoj studiji slučaja. Analiza naglašava učestalosti korištenja stilova pregovaranja u ovisnosti o međusobnim konstelacijama. Također, fokusira se na važnost i učinkovitost taktika i strategija u okviru pregovaračkih stilova. Glavna pretpostavka teze je dokazati važnost pregovora kao sastavnog dijela poslovanja i analizirati važnost učinkovitih taktika i strategija pojedinih stilova pregovaranja, kako bi se postigli ciljevi.Negotiation is used everyday in life. People need to negotiate constantly, for example at work in order to conclude contracts, etc. Efficient negotiation skills are the basic instrument used by people to achieve their aims. This is a type of communication that allows us to reach an agreement in situations where people do not have same opinions. Negotiation have an important role in the world of business because it is almost always a part of process when making a decision. Today, negotiation controls almost all elements of the business process, which are becoming main topics between the managers. Without an awareness of one’s own style and an idea of which style contributes to the negotiating advantages and disadvantages of work, this can pave the way for unsuccessful outcomes. Negotiators tend to negotiate from one of five styles: bidding, adjusting, avoiding, compromising, or cooperating. They are adapted to Thomas Kilmann’s conflict styles and tend to correlate well in negotiations. The very definition of negotiation is presented as an introductory part of the theory. The following is a division of negotiating styles, and the types and phases of negotiation in the first part of the paper. The theory then moves on to strategies commonly used in distribution and integrative negotiation. It ends with tactics of negotiation, managers use them to achieve the most efficient strategy. The analytical part of the paper is focused on research of corporate governance, along with managers and business people, who are obliged to negotiate. The analysis highlights the role that executives play in business negotiation. The analysis focuses on efficiency and the importance of tactics and strategies within negotiating styles. The main premise is proving the important role of negotiations in business and analyze the importance of efficient tactics and strategies based on individual styles of business negotiation, to achieve the aims of managers