20.500.12556/DKUM-81148 Razumevanje pogajanj pri sklepanju zavarovalnega posla Understanding of negotiations when concluding an insurance business Namen magistrskega dela je bil opozoriti na pomen pogajanj pri sklepanju zavarovalnih poslov. Opozoriti želimo na dojemanje pogajanj obeh strani, torej zavarovalnice oz. njihovega zastopnika in zavarovanca (fizične osebe). Tako smo želeli prispevati k boljšemu razumevanju vsebine pri sklepanju zavarovalnih poslov za obe vpleteni strani. Z raziskavo smo ugotavljati razlike kako enake elemente in dejavnike komunikacije in pogajanj pri sklepanju zavarovalnega posla dojemajo zavarovalnice oz. njihovi zastopniki in zavarovanci. Izvedeti smo želeli kako anketirani ocenjujejo komunikacijske veščine stranke oz. zavarovalnega zastopnika; kako anketirani ocenjujejo učinkovitost komunikacije s stranko oz. zavarovalnim zastopnikom pri sklepanju zavarovalnega posla; kako pogosto se pri sklepanju zavarovalnega posla pojavljajo katere od posameznih motenj pri vašem sogovorniku; kako pogosto se pri pogajanju (komuniciranju) pojavljajo posamezni slogi pogajanj; kako pogosto se pri sklepanju zavarovalnega posla uporabljajo posamezne pogajalske taktike; koliko se anketirani strinjajo s posameznimi trditvami glede poslovanja zavarovalnic. Raziskava je pokazala, določene razlike glede tega kako pogajanja pri sklepanju zavarovalnih poslov ocenjujejo stranke in kako zavarovalni zastopniki. Rezultati kažejo na kaj naj bodo pozorne stranke pri sklepanju zavarovalnih poslov in na to kaj naj izboljšajo zavarovalnice oz. njihovi zaposleni zavarovalni zastopniki, da bodo stranke takšnim poslom bolj naklonjene, da bodo manj dvomile v poštenost takšnih poslov in da bo sklepanje poslov lažje, enostavnejše, uspešnejše za vse udeležence. The purpose of the master's thesis is to expose the importance of negotiations in insurance business. We draw the attention to the perception of negotiations between both parties, insurance companies or their representative and the insured (persons). Thus, we want to contribute to a better understanding of the content of insurance business for both parties involved. The research is used to determine the differences about how the same elements and factors of communication and negotiations are perceived by insurance companies or their agents and policyholders. We examine how the respondents assess the communication skills of the client or insurance agent; how the respondents evaluate the effectiveness of communication with the client or insurance agents when concluding an insurance business; how often one of the individual disorders of our interlocutor occurs when concluding an insurance deal; how often individual negotiation styles emerge when negotiating (communicating); how often individual negotiation tactics are used in concluding an insurance business; and also the extent to which respondents agree with individual claims regarding the operations of insurance companies. The survey analysis show some differences in how insurance negotiation is assessed by clients and how insurance agents evaluate it. The results show what customers should pay attention to when concluding insurance business and what insurance companies or their employed insurance agents should improve, that clients will be more in favor of such transactions; that they will have less doubts about the fairness and law of such transactions and that concluding transactions will be easier, simpler, and more successful for all participants. pogajanja zavarovalni posli stranke zavarovalni zastopniki negotiations clients insurance business true true false A. Petek Slovenski jezik Angleški jezik Magistrsko delo/naloga 2022-01-17 14:05:09 2022-10-27 11:48:55 2022-10-28 03:12:48 0000-00-00 00:00:00 2022 0 [Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 368:005.57 127360259 MAG_Petek_Alen_2022.pdf MAG_Petek_Alen_2022.pdf 1 BD2BF6CDA22A226F8367972D3FC51C8D 9c228ad8ff43501e287257b59965ab9ce77c5aa2883c16f0011f0824590e8d34 f4935c29-4a57-11ed-b3e9-00155d000105 https://dk.um.si/Dokument.php?lang=slv&id=163917 Ekonomsko-poslovna fakulteta 0 0 0