{"id":10119,"date":"2018-01-16T12:47:52","date_gmt":"2018-01-16T12:47:52","guid":{"rendered":"https:\/\/ensolva.coming-soon.info\/?p=10119"},"modified":"2022-04-14T09:44:59","modified_gmt":"2022-04-14T09:44:59","slug":"5-savjeta-za-uspjesno-pregovaranje","status":"publish","type":"post","link":"https:\/\/ensolva.com\/hr\/5-savjeta-za-uspjesno-pregovaranje\/","title":{"rendered":"5 savjeta za uspje\u0161no pregovaranje"},"content":{"rendered":"
\n

\u201cU poslu, kao i op\u0107enito u \u017eivotu, ne dobiva\u0161 ono \u0161to zaslu\u017euje\u0161, ve\u0107 ono \u0161to uspije\u0161 ispregovarati.\u201d<\/em><\/strong>
\n(C. L. Karrass)<\/em><\/p>\n<\/blockquote>\n

Glavni je zadatak nabavnih profesionalaca nabaviti odre\u0111ena dobra ili usluge po \u0161to boljim i povoljnijim uvjetima, uz zadr\u017eavanje kvalitete. Ponekad je taj zadatak mogu\u0107e uspje\u0161no odraditi putem softvera za nabavu, ali \u010desti su i slu\u010dajevi u kojima je jasno da \u0107e komunikacija licem u lice dati puno bolje rezultate. Neki ljudi imaju tu sre\u0107u da su ro\u0111eni s darom pregovaranja, dok se drugi isprva malo slabije snalaze na ovom podru\u010dju. Ipak, vje\u0161tina se pregovaranja jako dobro mo\u017ee savladati kroz u\u010denje i praksu, stoga Vam donosimo pregled 5 va\u017enih savjeta koji \u0107e Vam pomo\u0107i da u pregovorima budete jo\u0161 bolji.<\/p>\n

1. Dobra priprema<\/h2>\n

Dobra je priprema pola posla. Prije samog sastanka, budite sigurni da dobro poznajete tr\u017ei\u0161te i dobavlja\u010de, brojke, svoju pregovara\u010dku poziciju i, naravno, nabavnu strategiju svog poduze\u0107a. Dobro prou\u010dite poduze\u0107e i osobe s kojima pregovarate jer nije mogu\u0107e donijeti ispravnu odluku ako ne razumijemo poziciju osobe i poduze\u0107a s druge strane. U ovom koraku, Ensolva \u0107e Vam biti od velike koristi. Iskoristite prednosti RFI-a i istra\u017eite tr\u017ei\u0161te, analizirajte podatke i objektivno pristupite pregovorima. \u0160to vi\u0161e informacija uspijete skupiti o drugoj strani, Va\u0161a \u0107e pregovara\u010dka pozicija biti ja\u010da. Ovaj je korak najva\u017eniji u cijelom pregovara\u010dkom procesu, stoga ga nikad ne zanemarujte. Ne dozvolite si da na pregovore do\u0111ete nespremni jer \u0107ete na taj na\u010din te\u0161ko ostvariti zacrtane ciljeve.<\/p>\n

2. Budite znati\u017eeljni i usudite se pitati<\/h2>\n

Dobar pregovara\u010d svjestan je da je sve mogu\u0107e dogovoriti. Upravo ta svijest ono je \u0161to razlikuje dobrog pregovara\u010da od svih ostalih. Nemojte se bojati re\u0107i ili pitati ono \u0161to \u017eelite. Postavljajte otvorena pitanja koja \u0107e Va\u0161e sugovornike navesti na op\u0161irnije odgovore. Analizirajte ih i slu\u0161ajte vi\u0161e, a pri\u010dajte manje. Na taj \u0107ete na\u010din lak\u0161e primijetiti znakove i iskoristiti prilike koje Vam druga strana daje tijekom razgovora.<\/p>\n

3. Sagledajte situaciju i iz drugog kuta<\/h2>\n

Zadr\u017eite dovoljno otvoren um da stvari mo\u017eete sagledavati i iz perspektive Va\u0161eg sugovornika. Nije poanta samo znati koji su Va\u0161i ciljevi \u2013 u pregovorima je bitno znati ciljeve obje strane. Razmislite koji su razlozi radi kojih Va\u0161 sugovornik s Vama pregovara. Kada uspijete dobiti odgovor na ovo pitanje, mo\u0107i \u0107ete u klju\u010dnom trenutku jasno istaknuti benefite koje on dobiva od Va\u0161e suradnje. Samim time, ste\u0107i \u0107ete zna\u010dajnu prednost i oja\u010dati svoju pregovara\u010dku poziciju.<\/p>\n

4. Zadr\u017eite pribranost<\/h2>\n

Potrudite se ostati stalo\u017eeni \u010dak i kad se u odre\u0111enoj situaciji ne osje\u0107ate ugodno. Stvorite lagani pritisak drugoj strani i pri\u010dekajte u ti\u0161ini du\u017ee nego \u0161to se od Vas o\u010dekuje. Naj\u010de\u0161\u0107e \u0107e u takvim situacijama druga strana po\u010deti pregovarati \u201csama sa sobom\u201d. Stvorite napetost, ali ne dozvolite da ona lo\u0161e utje\u010de na Vas. Dobro procijenjena pregovara\u010dka pozicija i objektivan odgovor na taktike druge strane dovest \u0107e Vas do rezultata o kojima niste ni sanjali.<\/p>\n

5. Savladajte tehniku<\/h2>\n

Jo\u0161 je mnogo \u010dimbenika koji utje\u010du na dobru pregovara\u010dku tehniku, a neki od njih su:<\/p>\n

    \n
  • Jasno definirana vizija i fokus na budu\u0107nost<\/li>\n
  • Povezivanje sa sugovornikom na osobnoj razini<\/li>\n
  • Prevladavanje straha od odbijanja<\/li>\n
  • Dobra procjena trenutka i na\u010dina uvo\u0111enja novih varijabli u diskusiju<\/li>\n
  • Pravilno postavljanje uvjeta koji \u0107e dovesti do ostvarenja zacrtanih ciljeva<\/li>\n
  • Kontrola procesa i tijeka pregovora prilago\u0111ena Vama<\/li>\n<\/ul>\n

    Jednom kada savladate ova osnovna pravila, Va\u0161e \u0107e samopouzdanje naglo porasti, a jasno je da je samopouzdanje najva\u017enija odlika dobrog pregovara\u010da. Svaka je osoba s kojom razgovarate druga\u010dija, ali Va\u0161 stav uvelike utje\u010de na ishod doga\u0111aja. Te\u017eite ishodu koji \u0107e za obje strane biti povoljan i izgradite kvalitetne dugoro\u010dne odnose sa svojim suradnicima.<\/p>\n","protected":false},"excerpt":{"rendered":"

    \u201cU poslu, kao i op\u0107enito u \u017eivotu, ne dobiva\u0161 ono \u0161to zaslu\u017euje\u0161, ve\u0107 ono \u0161to uspije\u0161 ispregovarati.\u201d (C. L. Karrass) Glavni je zadatak nabavnih profesionalaca nabaviti odre\u0111ena dobra ili usluge po \u0161to boljim i povoljnijim uvjetima, uz zadr\u017eavanje kvalitete. Ponekad je taj zadatak mogu\u0107e uspje\u0161no odraditi putem softvera za nabavu, ali \u010desti su i slu\u010dajevi […]<\/p>\n","protected":false},"author":6,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[],"class_list":["post-10119","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"acf":[],"yoast_head":"\r\n5 savjeta za uspje\u0161no pregovaranje | Ensolva<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/ensolva.com\/hr\/5-savjeta-za-uspjesno-pregovaranje\/\" \/>\r\n<meta property=\"og:locale\" content=\"hr_HR\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"5 savjeta za uspje\u0161no pregovaranje | Ensolva\" \/>\r\n<meta property=\"og:description\" content=\"\u201cU poslu, kao i op\u0107enito u \u017eivotu, ne dobiva\u0161 ono \u0161to zaslu\u017euje\u0161, ve\u0107 ono \u0161to uspije\u0161 ispregovarati.\u201d (C. L. Karrass) Glavni je zadatak nabavnih profesionalaca nabaviti odre\u0111ena dobra ili usluge po \u0161to boljim i povoljnijim uvjetima, uz zadr\u017eavanje kvalitete. Ponekad je taj zadatak mogu\u0107e uspje\u0161no odraditi putem softvera za nabavu, ali \u010desti su i slu\u010dajevi […]\" \/>\r\n<meta property=\"og:url\" content=\"https:\/\/ensolva.com\/hr\/5-savjeta-za-uspjesno-pregovaranje\/\" \/>\r\n<meta property=\"og:site_name\" content=\"Ensolva\" \/>\r\n<meta property=\"article:published_time\" content=\"2018-01-16T12:47:52+00:00\" \/>\r\n<meta property=\"article:modified_time\" content=\"2022-04-14T09:44:59+00:00\" \/>\r\n<meta name=\"author\" content=\"admin\" \/>\r\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\r\n<meta name=\"twitter:label1\" content=\"Napisao\/la\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Procijenjeno vrijeme \u010ditanja\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minute\" \/>\r\n<script type=\"application\/ld+json\" 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