20.500.12556/DKUM-15985 ČUSTVENA INTELIGENCA IN POGAJALSKE STRATEGIJE IN TAKTIKE EMOTIONAL INTELLIGENCE AND NEGOTIATIONS STRATEGYS AND TACTICS Čustvena inteligenca je ključnega pomena za razvijanje znanja o medosebnih odnosih. Daje nam zavedanje, ki ga potrebujemo za analizo svojih odnosov, in nas uči različnih komunikacijskih sposobnosti, od samorazkrivanja do dinamičnega poslušanja, samozavesti in odločnosti. Te nam omogočajo smiselno in ustrezno povezovanje z drugo osebo. S pomočjo čustvene inteligence čustva tudi obvladujemo, da je komunikacija na kateri koli ravni kar najuspešnejša. Učinkovito poslovno komuniciranje je pogoj, da bomo lahko znanja, ki jih imamo tako na strokovni kot čustveni ravni, razumljivo prenesli na druge udeležence. Hkrati bomo z lahkoto uporabili taktike in strategije, ki smo si jih na podlagi analiz izbrali za proces poslovnih pogajanj. Ugotovili smo, da samo strokovni in logični argumenti ne zadoščajo za uspešna in učinkovita poslovna pogajanja. Če želimo doseči rezultat, ki bo za obe pogajalski strani sprejemljiv, je treba v veliki meri vključiti še čustveno inteligenco. Ugotovili smo, da lahko čustvena inteligenca posameznika pomembno vpliva na izbiro ali neizbiro pogajalskih strategij in taktik ter tudi na sam proces pogajanj. Hkrati lahko potrdimo tudi tezo, da uporaba čustvene inteligence bistveno vpliva na uspešnost poslovnih pogajanj. Zato je treba vztrajati pri razvoju čustvene inteligence posameznika, še posebej tistih, ki se srečujejo s poslovnimi pogajanji.Vendar je potrebno iti še korak dalje. Ne smemo se zadovoljiti le s tem, da usvojimo čustveno inteligenco na lastni ravni ali na ravni pogajalske skupine, temveč moramo težiti k vzpostavitvi čustveno inteligentne organizacije. Emotional intelligence is of key importance in developing knowledge about interpersonal relations. Emotional intelligence gives us awareness we need in order to analyze our relations, it teaches us various communicational abilities, from self-reviling to dynamic listening, self-confidence and determination. These abilities enable meaningful and appropriate connecting with another person. Emotional intelligence helps us manage and control emotions as well, which results in successful communication at all levels. Effective business communication is essential to transfer professional and emotional knowledge we possess to other participants. At the same time tactics and strategies we selected to use on the basis analysis in the process of business negotiations will be applied easily. We found out that professional and logical arguments alone are not sufficient for successful and effective business negotiations. In order to achieve a positive result acceptable for both negotiating parties, a great deal of emotional intelligence needs to be included. We established that emotional intelligence of a person is very important in choosing negotiating strategies and tactics as well as in the process of negotiating itself. At the same time we can confirm the thesis, that emotional intelligence involved affects significantly the success of business negotiations. Therefore one has to insist on personal development of emotional intelligence especially of people involved in business negotiations. But we need to do more. We can't be satisfied with developing emotional intelligence on the personal level or on the level of negotiating group; we need to strive for emotional intelligence of organization. Ključne besede: komuniciranje pogajanja pogajalske strategije taktike čustvena inteligenca Keywords: communication negotiation negotiations strategies tactics emotional intelligence true true false [L. Belovič] Slovenski jezik Angleški jezik Diplomsko delo 2010-09-27 14:44:08 2010-11-23 14:06:50 2022-04-13 07:46:21 2023-12-20 03:09:35 2010 0 Ljutomer 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.57 10434844 URN:SI:UM:DK:PDHMGAD8 VS_Belovic_Lidija_2010.pdf VS_Belovic_Lidija_2010.pdf 1 2F67D3C7675A5FACA9C65448BC7A4978 8fcc098e2bf6e10f53da1f2f646a291fcc92f6d9310224448389ba1ad760f197 82cacaa5-7c04-11eb-bb7a-00155d0001ca 20.500.12556/dkum/f2347b40-4a93-47dd-ab2f-82d6460dee23 https://dk.um.si/Dokument.php?lang=slv&id=17857 Ekonomsko-poslovna fakulteta 0 0 0