Naslov
BUSINESS NEGOTIATION AS A CRUCIAL COMPONENT OF SALES

Autori
Perkov, Davor ; Primorac, Dinko ; Kozina, Goran ;

Vrsta, podvrsta i kategorija rada
Sažeci sa skupova, sažetak, znanstveni

Izvornik
Economic and Social development / Ilko Vrankić, Danijel Tomić - , 2016, 638-647

Skup
13th International Scientific Conference on Economic and Social Development

Mjesto i datum
Barcelona, Španjolska, 14.04.2016. - 16.04.2016

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
business negotiation, sales process.

Sažetak
Negotiation is something that cannot be learned just like that. Negotiation is a controlled communication process that resolves the conflict of interest of two or more reasonable negotiating parties (when each party can block the achievement of the objective of the other side). Business negotiation should be mastered. The key is to know how much to offer in which moment and know where and how to draw the line of what we're prepared to accept. The main hypothesis is that many companies today leave negotiation function outside of standardization in the business processes. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. It will be clarified what are the contents of negotiating function, how it affects development and how best to acquire negotiating skills in the sales process. The aim was to draw attention to dimensions that preparation process has when leading the course of negotiations to accomplish desired sales goals. Primary research has been conducted at the end of the year 2015. The sample of fifty (N=50) respondents from different Croatian companies took part in an online survey. The findings indicated that Croatian employees are not prepared quite adequately for the process of negotiation and that they are not improving their negotiation skills.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA