Naslov
Compromise or else: managing conflicts in the negotiation process

Autori
Vojvodić, Katija ; Martinović Marija ; Pušić Ana

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

Izvornik
Economic and Social Development 40th International Scientific Conference on Economic and Social Development : Book of Proceedings / Beker, Victor ; Lackovic, Ana ; Pavelin, Goran - Varaždin : VADEA, 2019, 37-46

Skup
40th International Scientific Conference on Economic and Social Development (ESD)

Mjesto i datum
Buenos Aires, Argentina, 10.05.2019. - 11.05.2019

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
compromise ; conflict management ; negotiation

Sažetak
Business negotiations form an integral part of daily business operations for managers at all hierarchical levels. In this context, negotiators are often faced with dealing with different types of conflicts with the opposite party. The main aim of this paper is to identify the ways managers solve the conflicts that emerge during the negotiating process. An additional aim of the paper is to identify the factors that influence the choice of conflict management strategy. For that purpose, the survey has been conducted among 256 Croatian managers. The results of the study reveal five factors that affect the manner in which conflicts are resolved. Those factors consist of company size, hierarchical level of the manager, aims of the negotiating process, negotiator’s autonomy and the importance of teamwork.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA