engleski

Negotiation as a Business Process in the New Economy: Theoretical Model Of Negotiation Applied to Corporate Banking Market

This paper is based on the assumption that companies operating in today's environment are continuously interacting with the environment. During the process for transformation of inputs into outputs the company is exposed to demands of stakeholders, and some demands arrise from buyers and suppliers. Such contacts often imply negotiations. Understanding significance of negotiations and sources of bargaining power as well as by managing sources of bargaining power can help companies directly influence upon quality of their own outputs, that is, profits, satisfaction and value of provided goods or service. On the basis of the conducted research the sources of power and individual variables that impact upon achievement of better terms of cooperation between companies and a bank have been established. Furthermore, theoretical model of negotiation applied to corporate banking market (business-to-business) has been designed.

Negotiation; Bargaining power; New Economy; Corporate

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