Specifičnosti primjene vještine pregovaranja prilikom selekcijskog intervjua

master's thesis

• Title (english): Specifics of applying negotiation skills during a selection interview
• Author: Petra Jagić
• Mentor: Maja Klindžić (mentor); MBZ: 295772
• Committee member: Nina Pološki Vokić (predsjednik povjerenstva)
• Committee member: Ivana Načinović Braje (član povjerenstva)
• Granter: University of Zagreb; Faculty of Economics and Business; (Department of Organization and Management); Zagreb
• Defense date and country: 2021-09-24, Croatia
• Scientific / art field, discipline and subdiscipline: SOCIAL SCIENCES; Economics; Organization and Management

Abstract

Proces pregovaranja integriran je u svakom aspektu života, posebice poslovnog, stoga je primjena pregovaračkih vještina ključna za ostvarivanje rezultata. U području IT sektora ponuda poslova značajno raste, dok je kvalificiranih stručnjaka sve manje. Globalizacija omogućuje otvaranje novih tržišta i novih mogućnosti za visokoobrazovane stručnjake u djelatnosti informacijskih tehnologija (IT), te time njihova pregovaračka moć, u odnosu na poslodavce, raste. U ovom diplomskom radu prikazano je istraživanje provedeno metodom promatranja 43 kandidata prilikom selekcijskih intervjua, u odabranom poduzeću iz IT djelatnosti. Cilj istraživanja je bio ustanoviti specifičnosti primjene pregovaračkih vještina prije i za vrijeme selekcijskog intervjua. Podaci su analizirani metodom analize sadržaja, koji su potom klasificirani i uvršteni u pojedine kategorije. U istraživanju se pokazalo da kandidati mlađe dobi imaju razvijene pregovaračke vještine i pokazuju visoku razinu pripremljenosti za proces pregovaranja. Analizirani podaci također upućuju na spremnost kandidata na pregovaranje o plaći i uvjetima rada na samom početku selekcijskog procesa, što nije u skladu sa spoznajama dobivenima iz sekundarne analize stručne i znanstvene literature.

Abstract (english)

The negotiation process is integrated in every aspect of life, especially business, so the application of negotiation skills is key to achieving results. In the area of the IT sector, the supply of jobs is growing significantly, while the number of qualified professionals is decreasing. Globalization enables the opening of new markets and new opportunities for highly educated professionals in the field of information technology (IT), and thus their bargaining power, in relation to employers, grows. This thesis presents a study conducted by observing 43 candidates during selection interviews, in a selected company from the IT industry. The aim of the research was to establish the specifics of the application of negotiation skills before and during the selection interview. The data were analyzed by the method of content analysis, which were then classified and included in individual categories. The research showed that younger candidates have developed negotiation skills and show a high level of readiness for the negotiation process. The analyzed data also indicate the readiness of candidates to negotiate salary and working conditions at the very beginning of the selection process, which is not in line with the knowledge gained from the secondary analysis of professional and scientific literature.

• Keywords: proces pregovaranja; pregovaračke vještine; selekcijski intervju; neverbalna komunikacija; pregovaranje o plaći
• Keywords (english): negotiation process; negotiation skills; selection interview; nonverbal communication; salary negotiation
• Language: croatian
• URN:NBN: urn:nbn:hr:148:310159
• Study programme: Title: Business Economics; Study programme type: university; Study level: integrated undergraduate and graduate; Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
• Type of resource: Text
• File origin: Born digital
• Access conditions: Open access
• Created on: 2021-10-30 08:01:05