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Title:VPLIV NAGRAJEVANJA NA USPEŠNOST POGAJANJ
Authors:ID Trnovšek, Tjaša (Author)
ID Šarotar Žižek, Simona (Mentor) More about this mentor... New window
Files:.pdf VS_Trnovsek_Tjasa_2011.pdf (304,81 KB)
MD5: E86050332401D8E13FBE56D2C6E348E0
PID: 20.500.12556/dkum/f7fd1c1d-a4fe-46d0-8720-85d01795e96f
 
Language:Slovenian
Work type:Diploma project paper
Typology:2.11 - Undergraduate Thesis
Organization:EPF - Faculty of Business and Economics
Abstract:V diplomskem seminarju smo raziskovali pogajanja in nagrajevanje. Teorijo smo želeli preveriti na praktičnem primeru, s pomočjo študije primera pri podjetju, ki se ukvarja s prodajo in servisiranje vozil znamke Hyundai. V teoretičnem delu smo pisali, kaj so pogajanja, kako pride do pogajanj, opisali smo vrste pogajanj in pogajalcev, taktike, ki se uporabljajo pri pogajanjih, cilje pogajanj, etiko … Pisali smo tudi o nagradah, ki motivirajo zaposlene. Spoznali smo, kakšen je pomen nagrajevanja zaposlenih in katere vrste nagrad poznamo. Naše zastavljene teze so bile; da nagrajevanje pozitivno vpliva na pogajalce ter da so ti za svoje delo bolj motivirani, če vedo, da jih na koncu čaka nagrada; to se je tekom diplomskega seminarja izkazalo za resnično. Trdili smo tudi, da je najpogostejša oblika nagrajevanja, pri uspešni prodaji vozil, denarna nagrada, in sicer v obliki denarne stimulacije; tudi to lahko potrdimo. Kot tezo smo postavili tudi dejstvo, da nagrade vplivajo na uspešnost pogajanj; z gotovostjo trdimo, da tudi to drži, kot smo ugotovili. Motivirani pogajalci torej, ki vedo, da bodo na koncu za svoje uspešno opravljeno delo prejeli nagrado, so uspešnejši od tistih, ki nagrade za delo ne dobijo. V praktičnem delu smo s pomočjo študije primera potrdili vse naše teze zastavljene v uvodnem delu in ugotovili, da so pogajanja prisotna v proučevanem podjetju, prav tako pa tudi nagrade, ki motivirajo zaposlene, da so pri svojih pogajanjih uspešni. Trdimo lahko, da v prihodnosti skorajda ne bo več mogoče doseči kompromisov brez pogajanj. Vsako podjetje mora imeti vsaj nekaj dobrih pogajalcev. Imeti morajo izbrane vrste pogajanj in taktike, ki jih uporabljajo. Pogajalcem pa mora biti vedno cilj, da razrešijo konflikt, ki je razlog za pogajanja – cilj nikoli ne sme biti le nagrada, ki jo pogajalec dobi ob zmagi. Vsako pogajanje je specifično in je odvisno od nasprotnikov ter okoliščin, ki nastanejo. Vsako pogajanje je tudi proces, na katerega se moramo dobro pripraviti, proučiti nasprotnika, okoliščine, imeti moramo tudi dovolj informaciji o interesih nasprotne strani. Zaposleni pa morajo pri svojem delu biti tudi dovolj motivirani, kar lahko dosežemo s pomočjo nagrajevanja zaposlenih; s tem koristimo podjetju in zaposlenim. Bistvene ugotovitve, ki jih tako lahko podamo za konec, so, da so pogajanja v veliki meri prisotna, kadar gre za prodajo avtomobilov in da brez pogajanj pravzaprav sploh ne gre. Prav tako smo ugotovili, da so pogajalci uspešnejši, če vedo, da jih na koncu čaka primerna nagrada za delo, ki so ga dobro opravili. Najbolj motivirani so tisti zaposleni, ki vedo, da jih na koncu čaka nagrada, in sicer v obliki dodatka k plači, torej jih čaka finančna nagrada. Zaposlene v podjetju je vsekakor potrebno motivirati, saj lahko le dobro motivirani sodelavci podjetju doprinesejo uspehe ter možnost za obstoj podjetja na velikem trgu.
Keywords:Pogajanja, nagrajevanje, zaposleni, motivacija
Place of publishing:Maribor
Publisher:[T. Trnovšek]
Year of publishing:2011
PID:20.500.12556/DKUM-19745 New window
UDC:005.57
COBISS.SI-ID:12716828 New window
NUK URN:URN:SI:UM:DK:J3EIJ3ED
Publication date in DKUM:17.03.2017
Views:878
Downloads:86
Metadata:XML DC-XML DC-RDF
Categories:EPF
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Secondary language

Language:English
Title:INFLUENCE OF REWARDING ON SECCESSFUL NEGOTIATIONS
Abstract:In the diploma seminar paper we were researching negotiations and rewarding. We wanted to verify the theory based on the practical example with the help of a case study of the company that deals with sale and service of Hyundai vehicles. In the theoretical part we explained what negotiations are, how do negotiations start, described types of negotiations and negotiators, tactics used in negotiation, aims of negotiations, ethics, …We have described rewarding, which motivates employees. The significance of rewarding employees and the types of rewards were also described. Set thesis was: rewarding positively affects employees and they are motivated to work, if they know they will be rewarded. This was confirmed in the paper. We have stated that the most common type of rewarding for successful sale is prize money; this is usually given in a form of performance allowance, which can be confirmed. Rewording can affect the success of negotiations, which we have confirmed in our paper. Motivated negotiators, who know they will be rewarded at the end for the work, are therefore more successful than those, who will not be rewarded for their work. The study has helped us to confirm our thesis that was set at the beginning. The conclusion was that negotiations are present at the company we had researched as well as rewards, which motivate the employees to be successful at their negotiations. We can state that in the future the compromises will not be achieved without negotiations. Every company has to have a few successful negotiators, a selected type of negotiation and tactics. The aim of negotiators should always be to resolve a conflict, which is a reason for a negotiation. The aim should never be a win or a reward, which a negotiator will receive at winning. Every company is different and it depends, who is an opponent and what are the circumstances. Negotiation is a process that needs to be prepared for, it is necessary to know the opponent and to know the circumstances. It is important to have enough information about the opponent’s interests. Employees must be highly motivated for the work and that can be achieved by rewarding them, it is beneficial for employees and a company. Main conclusions are that negotiations are present when vehicles are sold and it is impossible to do business without them. The negotiators are always more successful, if they are aware they will be rewarded for their work. The most motivated are employees, who know they will get a bonus along with their salary, in other words – prize money. It is important that a company motivates its employees, because only motivated employees can bring success and possibilities for company’s existence on a large market.
Keywords:negotiations, rewarding, employees, motivation


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