20.500.12556/DKUM-17475 ANALIZA POGAJANJ V PODJETJU X ANALYSIS OF THE NEGOTIATIONS IN THE COMPANY X Prodaja je ena najpomembnejših poslovnih funkcij podjetja. Pravilen pristop k uspešni prodaji bistveno prispeva k uspešnosti podjetja. Postopek, s katerim prodajalci v podjetju dosegajo svoje cilje, se imenuje pogajalski proces. Uspešen rezultat lahko dosežemo samo z maksimalno dobro pripravo na pogajanja. Ključen je tudi izbor kvalitetnih, izšolanih pogajalcev. Kakor imajo podjetja različne interese, tako je potrebno tudi zastaviti različne cilje. Prostor med željami in izpolnitvijo enih in drugih imenujemo pogajalski interval. Na tem intervalu je točka, ki naj bi jo s pogajanji dosegli. Več kot je različnih ciljev, več je možnosti za popuščanje in dogovore. Zbiranje informacij zahteva posebna znanja in uporabo določenih orodij za preverjanje stanja nasprotne strani. Dobro informiran pogajalec se lažje izogiba pastem v pogajanjih. Potrebno je tudi načrtovanje poteka pogajanj, kar je lahko zelo zahtevno, saj določene informacije zvemo šele na pogajanjih. Izbor lokacije pa včasih prinese prednost, ki jo potrebujemo za uspeh. S poglobljenimi pripravami na pogajanja smo največkrat že dosegli polovico predvidene poti. Naš primer je obsegal prvenstveno pogajanja podjetja X za prodajo 1,5 MIO litrov kurilnega olja stanovanjskemu upravitelju skupini Y, v nadaljevanju pa iskanje dodatnih poslov za oba udeleženca in iskanje sinergije med dvema velikima, gospodarskima sistemoma. Izkazalo se je, da je dobra informacija pomenila na pogajanjih tako naše prednosti kot tudi njihove omejitve v pogajanjih in preko katerih nasprotna stran ne bi šla. Dobra priprava nam je tudi povečala manevrski prostor ob vključevanju dodatnih poslov. V podjetju X se bomo tako načrtno in izčrpno pripravljali na pogajanja tudi v bodoče. Vzorci, ki smo jih uporabili na pogajanjih s skupino Y, pa nam bodo služili pri nadaljnjih pogajanjih z drugimi stanovanjskimi upravitelji. Dobrega pogajalca je treba izuriti in izšolati. Najpomembnejše lastnosti dobrega pogajalca so : iznajdljivost, potrpežljivost in odločnost. Sales are one of the most important business functions of a company. If you have the correct approach to sales, you can significantly contribute to the success of a company. The process by which salespeople in a company achieve their objectives, is called a negotiation process. You can achieve a successful result only if you prepare well for the negotiations. It is crutial to involve highly skilled and qualified negotiators. The interests of the companies can be different, the same is true also about their goals. The gap between our aspirations and the result is called a negotiation interval. Within this interval lies the point we want to reach with our negotiations. The more different the targets are, the more options there are for concessions and agreements. Gathering information requires special skills and tools to establish the conditions of the opposite side. A well-informed negotiator can easier avoid the traps in negotiations. Planning of negotiations can be very demanding, as we cannot always predict the course of action before. We might learn new information at the very negotiations. Sometimes the right location might be essential for the successful negotiations. With thorough preparations of the negotiations we have reached half of the intended path. In our case study we have dealt primarily with the negotiations of company X selling 1.5 million litres of heating oil to the housing manager group Y. It was proceeded by the search of additional business opportunities for both participants and seeking synergy between two important economic systems. It has been proved that good information at negotiations can be advantage for one party and for the other that can represent limitations which can not be trespassed. A thorough preparation can increase manoeuvring space alongside with additional business oportunities. The company X will prepare negotiations systematically and exhaustively in the future, too. The patterns, they used when negotiating with Group Y, will serve them in their further negotiations with other housing administrators. A good negotiator must be trained and educated properly. The most important characteristics of a good negotiator are: ingenuity, patience and determination. bonitete poslovnih partnerjev pogajalski interval priprave na pogajanja stanovanjsko upravljanje iznajdljivost potrpežljivost odločnost. Business partner benefits Negotiation interval Preparations for negotiations Housing administrator Ingenuity patience determination. true true false Slovenski jezik Angleški jezik Diplomsko delo 2011-02-11 19:35:02 2011-08-04 10:22:29 2022-04-13 09:32:11 2023-12-22 03:29:20 2011 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 6880787 URN:SI:UM:DK:VFNVJX1M VS_Zupancic_Aljosa_2011.pdf VS_Zupancic_Aljosa_2011.pdf 1 7EDEA44FB97EF6CFEF29C2D3737ECF57 d4e117a9bd0fa72bf7dfb86fc3539f81a6406736e9b78ac65f62d770dce88522 e5ef44f3-7c04-11eb-bb7a-00155d0001ca 20.500.12556/dkum/4af08fc1-e3a0-4383-badc-ea2bd0595d30 https://dk.um.si/Dokument.php?lang=slv&id=20421 Fakulteta za organizacijske vede 0 0 0