Naslov
Grey area in business negotiation practices

Autori
Martinović, Marija ; Vojvodić, Katija ; Brajević, Marko

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
12th INTERNATIONAL SCIENTIFIC SYMPOSIUM REGION, ENTREPRENEURSHIP, DEVELOPMENT / Leko Šimić, M. - Osijek, 2023, 633-648

Skup
12th INTERNATIONAL SCIENTIFIC SYMPOSIUM REGION, ENTREPRENEURSHIP, DEVELOPMENT

Mjesto i datum
Osijek, Hrvatska, 15.06.2023. - 16.06.2023

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
Negotiation frequency, Bribery, Misrepresentation, False promises, Misuse of business information

Sažetak
Business negotiations, as part of doing business, are subject to clear laws and regulations that all parties must comply with. However, in an effort to achieve the best possible negotiating position or outcome, negotiators are tempted to skirt the edges of the laws or exploit their vagueness. Furthermore, unethical negotiation tactics are valued differently across cultures. The aim of this paper is to examine the extent to which negotiators from Croatian companies have had experiences that fall into the grey area of the negotiation process and whether these experiences depend on the frequency of negotiations, affiliation with the service sector, and orientation towards the domestic market. For this purpose, research on a sample of 157 companies in the Republic of Croatia was conducted. The results show that negotiators faced bribery, misrepresentation, false promises, and misuse of confidential business information by the negotiating partner. A weak to moderate correlation was found between the variable frequency of negotiations and the variables bribery, misrepresentation, and false promises. Belonging to the service sector is not statistically significant for the aforementioned experiences, and the same is true for orientation towards the domestic market. More specifically, negotiators in the domestic and international markets are equally exposed to bribery, misrepresentation, false promises, and misuse of business information.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA