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master's thesis
Komunikacija u prodaji i pregovaranju
2022. urn:nbn:hr:262:310184
Ivanić, Petra
University of Slavonski Brod
Department of Social Sciences and Humanities

Cite this document

Ivanić, P. (2022). Komunikacija u prodaji i pregovaranju (Master's thesis). Slavonski Brod: University of Slavonski Brod. Retrieved from https://urn.nsk.hr/urn:nbn:hr:262:310184

Ivanić, Petra. "Komunikacija u prodaji i pregovaranju." Master's thesis, University of Slavonski Brod, 2022. https://urn.nsk.hr/urn:nbn:hr:262:310184

Ivanić, Petra. "Komunikacija u prodaji i pregovaranju." Master's thesis, University of Slavonski Brod, 2022. https://urn.nsk.hr/urn:nbn:hr:262:310184

Ivanić, P. (2022). 'Komunikacija u prodaji i pregovaranju', Master's thesis, University of Slavonski Brod, accessed 17 November 2024, https://urn.nsk.hr/urn:nbn:hr:262:310184

Ivanić P. Komunikacija u prodaji i pregovaranju [Master's thesis]. Slavonski Brod: University of Slavonski Brod; 2022 [cited 2024 November 17] Available at: https://urn.nsk.hr/urn:nbn:hr:262:310184

P. Ivanić, "Komunikacija u prodaji i pregovaranju", Master's thesis, University of Slavonski Brod, Slavonski Brod, 2022. Available at: https://urn.nsk.hr/urn:nbn:hr:262:310184

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Metadata
TitleKomunikacija u prodaji i pregovaranju
Title (english)Communication in sales and negotiation
AuthorPetra Ivanić
MentorVišnja Bartolović (mentor)
Committee memberVišnja Bartolović (predsjednik povjerenstva)
Committee memberMilan Stanić (član povjerenstva)
Committee memberMarina Stanić Šulentić (član povjerenstva)
GranterUniversity of Slavonski Brod
(Department of Social Sciences and Humanities)
Slavonski Brod
Defense date and country2022-09-26, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Abstract
Pregovaranje predstavlja jedan od temeljnih oblika ljudske komunikacije i zahvaća čovjekov privatni i poslovni život. Pregovarački proces je složen jer u njemu mogu sudjelovati ljudi koji dolaze iz istog i različitog kulturološkog okruženja. U kontekstu osobne prodaje, pregovaranje je jedinstvena cjelina i ona je od velikog značaja za poduzeće, prodavača i potrošača. U kontekstu osobne prodaje, pregovaranje zahtjeva više od poznavanja osobnih pregovaračkih tehnika jer prodavatelj uči o kupčevim potrebama i nastoji ih zadovoljiti. U novije vrijeme strategija pregovaranja poduzećima služi za stvaranje kvalitetnog odnosa s klijentima. Upravljanje inteligencijom u poslovnom pregovaranju dovodi veliku promjenu u dosadašnjem načinu poslovanja. Ovaj diplomski rad analizira kulturalne različitosti u načinu pregovaranja između Talijana, Nijemaca i Hrvata. Korporativnom analizom usporedit će se sličnosti i različitosti triju zemalja.
Abstract (english)
Negotiation is one of the fundamental forms of human communication and affects a person's private and business life. The negotiation process is complex because it involves people who come from the same and different cultural backgrounds. In the context of personal selling, negotiation is a single entity and it is of great importance to the business, the seller, and the consumer. In the context of personal selling, negotiation requires more than knowledge of personal negotiation techniques because the salesperson learns about the needs of the buyer and seeks to meet them by offering the purchase to buy a certain value. In recent times, the negotiating strategy of every company is to build good relationships with customers. Intelligence management in business negotiations leads to a major change in the current way of doing business. This thesis analyzes cultural differences in the way Italians, Germans, and Croats negotiate. The corporate analysis will compare their abilities and differences tree countries.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:262:310184
Study programmeTitle: Professional graduate study program in Management
Study programme type: professional
Study level: specialist graduate
Academic / professional title: stručni/a specijalist/ specijalistica ekonomije (stručni/a specijalist/ specijalistica ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2022-11-28 11:57:40