Naslov
Managing change in the negotiating context

Autori
Vojvodić, Katija ; Martinović, Marija ; Pušić, Ana

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

Izvornik
Trade perspectives 2019 : Business model innovations in domestic and international trade / Baković, Tomislav ; Naletina, Dora ; Petljak Kristina - Zagreb : Ekonomski fakultet Sveučilišta u Zagrebu, 2019, 279-290

ISBN
978-953-346-083-3

Skup
Trade perspectives 2019 : Business model innovations in domestic and international trade

Mjesto i datum
Zagreb, Hrvatska, 28.11.2019. - 29.11.2019

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
business negotiation ; change ; willingness to change ; Croatian managers

Sažetak
The ability to change is a key competence of any company that pursues leading market position. However, changing a behaviour or habit is hardly a routine. In order to be successful, the change must be accepted by the entire organization. Like any other business activity, the negotiation process is often affected by the necessity to change and adapt to new market conditions. The aim of this paper is to investigate the factors that influence the negotiators’ willingness to change in the negotiation process. For that purpose, the survey was conducted among 256 Croatian managers. The research results reveal that negotiators who aim to achieve long-term goals are more willing to change their starting position. Additionally, more experienced negotiators are more open to change. According to the research findings, negotiator’s autonomy is an important factor contributing to a positive attitude towards change.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA