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THE EXPERIENCE AS A FACTOR OF BUSINESS NEGOTIATION IN THE PROTECTIVE EQUIPMENT INDUSTRY

This study explores the impact of experience on the successful outcome of business negotiation in the safety equipment industry. The survey includes companies that manufacture and / or distribute protective equipment in the Republic of Croatia. Protective equipment is a necessity in the pursuit of particular occupations. The use of protective equipment is under the supervision of the Croatian Institute for Public Health and any use must be in accordance with EU directives. It is because of these facts that business negotiation is an important part of the process of purchasing adequate protective equipment, and experience represents a degree of knowledge that will accelerate that process. The methodology is based on primary research group of 74 representatives of companies involved in business negotiations by the manufacturer and /or distributor company of equipment for protection at work and does business on the Croatian territory. The main objective of the research is to determine the importance of experience and the impact of preparation on a successful business negotiation outcome.The results of this research can be very useful for representatives of all branches of the economy, and especially for the management and employees of manufacturers and distributors of occupational safety equipment

business negotiation, experience, preparation, occupational safety

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