Pregovaračke vještine kao jedna od ključnih menadžerskih vještina

undergraduate thesis

• Title (english): Negotiation skills as one of the key managerial skills
• Author: Tin Štefek
• Mentor: Mislav Ante Omazić (mentor)
• Granter: University of Zagreb; Faculty of Economics and Business; Zagreb
• Defense date and country: 2023-09-26, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics

Abstract

Moderne organizacije natječu se u promjenjivim i ograničenim kontekstima. Učinkovito upravljanje pomaže u raspodjeli i upravljanju financijskim i materijalnim sredstvima, te ljudskim potencijalom. Menadžeri koji imaju visoko razvijene menadžerske sposobnosti s uspjehom analiziraju zahtjeve koji su pred njih postavljeni, određuju prioritete zadataka, optimiziraju korištenje resursa i donose informirane odluke kako bi povećali produktivnost i profitabilnost. Poduzeća su također izložena pritisku raznih dionika koji imaju interese vezane uz poslovne aktivnosti. Menadžment poduzeća pri balansiranju poslovnih ciljeva poduzeća i interesa dionika često je u situaciji pregovaranja te su samim time pregovaračke vještine. Cilj rada je istražiti povezanost menadžerskih vještina i poslovnog pregovaranja korištenjem sekundarnih izvora literature te kvalitativnim empirijskih istraživanjem. Pri tome se u radu koristi Cameron i Whetten inventar menadžerskih vještina te Cialdinijevih šest načela uvjeravanja, kao jedan od značajnih aspekata pregovaranja, koji se detaljno prikazuju u radu. Kako bi se diskutirala značajnost menadžerskih vještina i poslovnog pregovaranja praksi, provedena je analiza važnosti načela uvjeravanja u logistici.

Abstract (english)

Modern organizations compete in changing and constrained contexts. Effective management helps in the distribution and management of financial and material resources, as well as human potential. Managers who have highly developed managerial skills successfully analyze the demands placed before them, prioritize tasks, optimize the use of resources and make informed decisions to increase productivity and profitability. Companies are also exposed to pressure from various stakeholders who have interests related to business activities. Company management, when balancing the company's business goals and stakeholders' interests, is often in a negotiation situation, and therefore negotiation skills are essential. The aim of the paper is to investigate the connection between managerial skills and business negotiation using secondary sources of literature and qualitative empirical research. In doing so, the paper uses Cameron and Whetten's inventory of managerial skills and Cialdini's six principles of persuasion, as one of the important aspects of negotiation, which are presented in detail in the paper. In order to discuss the importance of managerial skills and business negotiation practices, an analysis of the importance of the principle of persuasion in logistics was carried out.

• Keywords: menadžerske vještine; Ciladinijeva načela uvjeravanja; pregovaranje; logistika; menadžment
• Keywords (english): managerial skills; Ciladini's principles of persuasion; negotiation; logistics; management
• Language: croatian
• URN:NBN: urn:nbn:hr:148:463572
• Study programme: Title: Business Economics; Study programme type: university; Study level: undergraduate; Academic / professional title: sveučilišni/a prvostupnik/ prvostupnica (baccalaureus/ baccalaurea) ekonomije (sveučilišni/a prvostupnik/ prvostupnica (baccalaureus/ baccalaurea) ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Access restricted to students and staff of home institution
• Created on: 2023-09-27 19:47:55