{"id":120847,"date":"2015-01-29T21:47:53","date_gmt":"2015-01-29T20:47:53","guid":{"rendered":"https:\/\/sandzakpress.net\/arhiva\/?p=120847"},"modified":"2015-01-29T21:47:53","modified_gmt":"2015-01-29T20:47:53","slug":"tipovi-pregovaraca-lisica-se-cjenka-dok-sova-kombinira","status":"publish","type":"post","link":"https:\/\/sandzakpress.net\/arhiva\/tipovi-pregovaraca-lisica-se-cjenka-dok-sova-kombinira\/","title":{"rendered":"Tipovi pregovara\u010da: Lisica se cjenka, dok Sova \u2018kombinira\u2019"},"content":{"rendered":"

\"Tipovi<\/strong><\/p>\n

Obje strane dobivaju: Kako bi pregovaranje imalo smisla, treba igrati na kartu \u2018uzmi i daj\u2019, jer samo tako \u0107e obje strane biti zadovoljne, ka\u017ee savjetnik Jan\u010di\u0107.<\/strong><\/p>\n

Dobro pregovaranje u osnovi uklju\u010duje elemente cjenkanja, ali nije isto \u0161to i cjenkanje te nikad ne dovodi do istog rezultata, ka\u017ee poslovni savjetnik, mr. sc. Mladen Jan\u010di\u0107.<\/p>\n

– U poslovnoj praksi, na\u017ealost, ipak dominira kori\u0161tenje koncepta cjenkanja. Ono kao pristup podrazumijeva poku\u0161aj zadovoljavanja kratkoro\u010dnih interesa jedne ili obiju strana, fokusiranje na vlastite pozicije, a ne na stvarne interese, kao i zanemarivanje interesa druge strane – obja\u0161njava Jan\u010di\u0107.<\/p>\n

Poslovni, a ponekad i privatni odnos koji rezultira takvim pregovorima za jednu stranu uglavnom nije bitan, a mo\u017ee postati bezvrijedan i za drugu.<\/p>\n

– Taj je scenarij poznat kao dobitni\u010dko-gubitni\u010dki (win-lose), dok je cilj integrativnih pregovora win-win situacija, u kojoj obje strane dobivaju – poja\u0161njava Jan\u010di\u0107.<\/p>\n

Integrativno\/principijelno pregovaranje podrazumijeva fokusiranje na interese obiju strana, na sli\u010dnosti, a ne na razlike u stavovima, zatim na razmjenu informacija i ideja, kreiranje opcija radi postizanja zajedni\u010dke koristi i kori\u0161tenje objektivnih kriterija pri odlu\u010divanju. Na primjer, kad se poslovni partneri moraju dogovoriti kako \u0107e se podmiriti dug, opcija cjenkanja glasila bi: \u201cOtpi\u0161ite nam polovicu, ostalo \u0107emo platiti u ratama\u201d. Integrativni pristup podrazumijeva da pregovara\u010di jedno drugome ponude mogu\u0107e opcije i prona\u0111u onu s kojom su svi zadovoljni. Tako du\u017enik mo\u017ee ponuditi da \u0107e otplatiti dio duga, a dio odraditi, pri \u010demu mo\u017ee do\u0107i i do toga da mora osigurati i ne\u0161to gotovine.<\/p>\n

– Kako bi pregovori imali smisla, neophodna je \u2018uzmi i daj\u2019, a ne \u2018uzmi ili ostavi\u2019 percepcija procesa. Va\u017eno je da strane u sukobu \u017eele pregovore i da znaju upravljati dodirljivim, ali su spremne otvoriti i rje\u0161avati i te nedodirljive teme – ka\u017ee Jan\u010di\u0107.<\/p>\n

Na primjer, ako ugovarate novi posao, sigurno \u0107ete otvoreno razgovarati o tome \u0161to jedna strana treba napraviti kako bi dobila odre\u0111eni iznos. Me\u0111utim, \u010dak i kad postoji povjerenje, na stolu se trebaju na\u0107i i pitanja o penalima za slu\u010daj neispunjavanja ugovora, pa i mogu\u0107nost prebijanja dugova ili kompenzacije.<\/p>\n

– Nemojte biti zainteresirani samo za to o \u010demu se pregovara, nego za\u0161to je – ili nije \u2013 druga strana za to zainteresirana. Tako\u0111er, tuma\u010dite svoje zahtjeve kao mogu\u0107nosti jer o svemu mo\u017eete pregovarati, samo je bitno stvari staviti u odgovaraju\u0107i kontekst – savjetuje Jan\u010di\u0107.<\/p>\n

Poku\u0161ajte razumjeti perspektivu druge strane, makar vam ona bila i konkurencija, te u granicama dopu\u0161tenog kreirajte scenarij za zajedni\u010dko dobro, dodaje savjetnik.<\/p>\n

Uspjeh pregovora u velikoj mjeri ovisi o osobinama pregovara\u010da, ali i o tome kakvu poziciju u pregovorima biramo. U skladu s tim, Jan\u010di\u0107 tipove pregovara\u010da dijeli na: Sove, Lisice, Magarce i Ovce.<\/p>\n

Dugoro\u010dno je najbolja situacija ona u kojoj se za stolom na\u0111u dvije Sove, a za obje strane je lo\u0161e ako jedna ima pregovara\u010dke osobine Magarca ili Ovce, zaklju\u010duje savjetnik.<\/p>\n

\n
<\/a><\/p>\n
<\/div>\n

\u00a0Sova tra\u017ei rje\u0161enje za obje strane<\/h3>\n<\/div>\n<\/div>\n

Potpuno je spremna na zamke i prilike koje nastaju u pregovorima i pona\u0161a se kao partner. Spremna je ponuditi rje\u0161enje i u korist druge strane. Dvije Sove do rje\u0161enja mogu do\u0107i vrlo lako, a ako pregovori i potraju, obje strane mogu biti sigurne da \u0107e rje\u0161enje biti prihvatljivo za obje. Sova ne\u0107e iskori\u0161tavati lo\u0161u pregovara\u010dku vje\u0161tinu i poziciju osobe s kojom pregovara.<\/p>\n

Primjer: <\/b>Kolege koji se dogovaraju o tome koji \u0107e preuzeti va\u017ean zadatak predlo\u017eit \u0107e jedno drugome preraspodjelu obaveza i zajedno izabrati raspored koji im oboma odgovara.<\/p>\n

Lisici su na umu samo njezini ciljevi i interesi<\/h3>\n

Iskreno vjeruje u ono o \u010demu pregovara. Na umu su joj kratkoro\u010dni interesi, ne uva\u017eava drugu stranu i sklona je cjenkanju samo kako bi ostvarila svoj cilj.<\/p>\n

Primjer:<\/b> Tvrtka koja \u017eeli naplatiti dug mo\u017ee razmi\u0161ljati kratkoro\u010dno i odlu\u010diti se za blokadu, iako bi mogla rije\u0161iti stvar s obro\u010dnom otplatom. No ako dug ne otplati odjedanput, time smanjuje mogu\u0107nost da se naplati jer druga strana ne mo\u017ee poslovati.<\/p>\n

Magarci robuju svojim principima, pa lo\u0161e odlu\u010duju<\/h3>\n

\u010cesto se slijepo dr\u017ei svojih principa pa ih se mo\u017ee nazvati i tvrdoglavima. Kad ignorira drugu stranu, \u010desto joj nudi izbor s kojim na kraju ne\u0107e biti zadovoljna.<\/p>\n

Primjer:<\/b> Kad jedan partner ne \u017eeli proslavu godi\u0161njice braka, ne\u0107e pristati ni na razgovor o tome kako bi je mogli proslaviti. No ako je o\u017eenio Lisicu, mo\u017eda \u0107e pristati na malu proslavu i tek u vatrogasnom domu shvatiti \u0161to je partner pod time mislio.<\/p>\n

Ovce se moraju dobro pripremiti za pregovore<\/h3>\n

Lako ih je uvjeriti u izbor druge strane, to su pregovara\u010di koji misle da je prihvatljivo \u0161to god im se ponudi. Ako se ne pripreme za pregovore, lako ih je iskoristiti.<\/p>\n

Primjer:<\/b> Ako tvrtka nema gotovine, ali ima neprodanih proizvoda koje mo\u017ee ponuditi pod dug, najbolje \u0107e pro\u0107i s Ovcom, koja \u0107e tvrdnju da \u0107e to biti lako prodati vjerojatno lako i prihvatiti, \u010dak i ako uop\u0107e ne poznaje osobu kojoj je ne\u0161to takvo potrebno.<\/p>\n

 <\/p>\n

Izvor: 24sata.hr<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Obje strane dobivaju: Kako bi pregovaranje imalo smisla, treba igrati na kartu \u2018uzmi i daj\u2019, jer samo tako \u0107e obje strane biti zadovoljne, ka\u017ee savjetnik Jan\u010di\u0107. Dobro pregovaranje u osnovi uklju\u010duje elemente cjenkanja, ali nije isto \u0161to i cjenkanje te nikad ne dovodi do istog rezultata, ka\u017ee poslovni savjetnik, mr. sc. Mladen Jan\u010di\u0107. – U […]<\/p>\n","protected":false},"author":125,"featured_media":120848,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[807],"tags":[],"class_list":{"0":"post-120847","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-zivot"},"yoast_head":"\nTipovi pregovara\u010da: Lisica se cjenka, dok Sova \u2018kombinira\u2019<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandzakpress.net\/arhiva\/tipovi-pregovaraca-lisica-se-cjenka-dok-sova-kombinira\/\" \/>\n<meta property=\"og:locale\" content=\"bs_BA\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Tipovi pregovara\u010da: Lisica se cjenka, dok Sova \u2018kombinira\u2019\" \/>\n<meta property=\"og:description\" content=\"Obje strane dobivaju: Kako bi pregovaranje imalo smisla, treba igrati na kartu \u2018uzmi i daj\u2019, jer samo tako \u0107e obje strane biti zadovoljne, ka\u017ee savjetnik Jan\u010di\u0107. 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