Važnost emocionalne inteligencije vođe u procesu poslovnog pregovaranja

master's thesis

• Title (english): THE IMPORTANCE OF EMOTIONAL INTELLIGENCE OF A LEADER IN THE BUSINESS NEGOTIATION PROCESS
• Author: Željka Brdar
• Mentor: Domagoj Hruška (mentor); MBZ: 262253
• Committee member: Marija Tomašević-Lišanin (predsjednik povjerenstva)
• Committee member: Mirko Palić (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Marketing); Zagreb
• Defense date and country: 2021-09-27, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Marketing

Abstract

Glavni cilj i predmet ovog diplomskog rada je bio istražiti i dokazati tezu kako je emocionalna inteligencija jako bitan ako ne i najbitniji čimbenik u procesu poslovnog pregovaranja. Kroz rad uz neke postojeće podatke napravljeno je i istraživanje putem osobnih intervjua sa menadžerima na rukovodećim poslovima koju su se složili oko jedne stvari, a to je koliko je zapravo važna emocionalna inteligencija u svim aspektima posla. Kod istraživanja, u obzir su uzete dvije tvrtke koje posluju u medijima Nova TV i Joombus, te mišljenje voditelja tima u turističkim djelatnostima. Iako su ove dvije grane dosta različite, iznenađujuće je koliko su se sugovornici slagali u mišljenjima u nekim aspektima. Najveća je razlika zapravo u radnom vijeku i godinama ispitanika, kao i njihovim afinitetima za prihvaćanje novih stvari. Svi sugovornici su se složili da kad su više uključili emocionalnu inteligenciju u proces planiranja i odlučivanja rezultat je bio bolji, no isto tako stariji ispitanik je imao oprečno mišljenje kako emocionalna inteligencija nije jedan od presudnih faktora za poslovno pregovaranje, već samo alat s kojim se lakše dolazi do cilja. Ego obrambeni mehanizam je uvelike stvarao probleme dok nisu naučili kako ući u srž ove problematike i kako su proučavajući emocionalnu inteligenciju i sve njene aspekte postajali sve bolji u poslovnom pregovaranju. Također njegujući međuljudske odnose osjećali su se bolje sa samima sobom i sa cijelim procesom razvijanja svoje vlastite emocionalne inteligencije.

Abstract (english)

The main goal and subject of this thesis are to explore and prove that emotional intelligence is very important, if not the most important factor in the business negotiation process. Through the research of preexisting data, along with a few personally conducted interviews with business managers, the conclusion is that emotional intelligence plays a significant role in all aspects of work. In this research, two companies operating in the media, Nova TV and Joombus, were taking into consideration as well as the opinion of the team leader in tourism. Although the two branches are quite different, it is surprising how much the interlocutors agreed in some respects. The biggest difference is actually in the working life and age of the respondents, as well as their affinities for accepting new things. All interviewees agreed that when they included more emotional intelligence in the planning and decision-making process, the result was better, but also the older respondent had a dissenting opinion that emotional intelligence is not one of the crucial factors for business negotiation, but only a tool to facilitate comes to the goal. The ego defense mechanism greatly created problems until they learned how to get to the core of this issue and how by studying emotional intelligence and all its aspects they became better and better in business negotiation. Also nurturing interpersonal relationships they felt better with themselves and with the whole process of developing their own emotional intelligence.

• Keywords: vođenje; emocionalna inteligencija; poslovno pregovaranje; empatija; ego
• Keywords (english): leadership; emotional intelligence; business negotiation; empathy; ego
• Language: croatian
• URN:NBN: urn:nbn:hr:148:345480
• Study programme: Title: Economics; Study programme type: university; Study level: graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to authenticated users
• Created on: 2021-10-07 07:24:26