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undergraduate thesis
Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu
2024. urn:nbn:hr:180:535020
Jelavić, Daniela
Zagreb School of Business

Cite this document

Jelavić, D. (2024). Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu (Undergraduate thesis). Zagreb: Zagreb School of Business. Retrieved from https://urn.nsk.hr/urn:nbn:hr:180:535020

Jelavić, Daniela. "Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu." Undergraduate thesis, Zagreb School of Business, 2024. https://urn.nsk.hr/urn:nbn:hr:180:535020

Jelavić, Daniela. "Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu." Undergraduate thesis, Zagreb School of Business, 2024. https://urn.nsk.hr/urn:nbn:hr:180:535020

Jelavić, D. (2024). 'Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu', Undergraduate thesis, Zagreb School of Business, accessed 13 February 2025, https://urn.nsk.hr/urn:nbn:hr:180:535020

Jelavić D. Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu [Undergraduate thesis]. Zagreb: Zagreb School of Business; 2024 [cited 2025 February 13] Available at: https://urn.nsk.hr/urn:nbn:hr:180:535020

D. Jelavić, "Poslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu", Undergraduate thesis, Zagreb School of Business, Zagreb, 2024. Available at: https://urn.nsk.hr/urn:nbn:hr:180:535020

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Metadata
TitlePoslovno pregovaranje i tipovi karaktera kod pregovaranja u poslovnom marketingu
Title (english)Business negotiation and character types when negotiating in business marketing
AuthorDaniela Jelavić
MentorSanja Varlaj (mentor)
Committee memberGoran Luburić (predsjednik povjerenstva)
Committee memberNeven Šipić (član povjerenstva)
GranterZagreb School of Business
Zagreb
Defense date and country2024-02-14, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Marketing
Abstract
SAŽETAK U ovom radu govori se o prodajnom pregovaranju, različitim strategijama od kojih su najčešće win-win i win-lose, raznim čimbenicima te karakteristikama koje pregovarači koriste kako bi sklopili cilj koji zadovoljava obije strane. Kako bi pregovarači bili uspješni u tome koriste se taktikama poput: dobar i loš dečko, niske lopte, pokusni balon, manipuliranje tišinom, pisana riječ, uzmi ili ostavi, kompromis i konačna ponuda. Veliku ulogu kod pregovarača ima njihova osobnost koja može utjecati na tijek pregovora. Razlikujemo karakteristike moćnog kolerika, popularnog sangvinika, savršenog melankolika i smirenog flegmatika. Poznavanje ova četiri temperamenta i razumijevanje kako oni funkcioniraju može pomoći u interakciji između pregovarača. Cilj ovog rada je pokazati kako se poznavanjem različitih tipova osobnosti može ostvariti što uspješniji prodajni proces.
Abstract (english)
This thesis discusses sales negotiation, different strategies, the most common of which are win-win and win-lose, various factors and characteristics that negotiators use to reach a goal that satisfies both parties. In order for negotiators to be successful in this, they use tactics such as: good guy and bad guy, low balls, trial balloon, manipulating silence, written word, take it or leave it, compromise and final offer. A big role for negotiators is their personality, which can influence the course of negotiations. We distinguish the characteristics of the powerful choleric, the popular sanguine, the perfect melancholic and the calm phlegmatic. Knowing these four temperaments and understanding how they work can help in the interaction between negotiators. The goal of this theisis is to show how knowing different personality types can make the sales process as successful as possible.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:180:535020
Study programmeTitle: Marketing and Communications Undergraduate studies
Study programme type: professional
Study level: undergraduate
Academic / professional title: prvostupnik/prvostupnica (baccalaureus/baccalaurea) marketinga i komunikacija (prvostupnik/prvostupnica (baccalaureus/baccalaurea) marketinga i komunikacija)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2025-01-29 16:22:30