
<ns0:uwmetadata xmlns:ns0="http://phaidra.univie.ac.at/XML/metadata/V1.0" xmlns:ns1="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0" xmlns:ns10="http://phaidra.univie.ac.at/XML/metadata/provenience/V1.0" xmlns:ns11="http://phaidra.univie.ac.at/XML/metadata/provenience/V1.0/entity" xmlns:ns12="http://phaidra.univie.ac.at/XML/metadata/digitalbook/V1.0" xmlns:ns13="http://phaidra.univie.ac.at/XML/metadata/etheses/V1.0" xmlns:ns2="http://phaidra.univie.ac.at/XML/metadata/extended/V1.0" xmlns:ns3="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/entity" xmlns:ns4="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/requirement" xmlns:ns5="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/educational" xmlns:ns6="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/annotation" xmlns:ns7="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/classification" xmlns:ns8="http://phaidra.univie.ac.at/XML/metadata/lom/V1.0/organization" xmlns:ns9="http://phaidra.univie.ac.at/XML/metadata/histkult/V1.0">
  <ns1:general>
    <ns1:identifier>o:6458</ns1:identifier>
    <ns1:title language="sr">Uloga i značaj posedovanja dobrih veština poslovnog pregovaranja za savremene menadžere</ns1:title>
    <ns1:title language="en">The role and importance good business negotiation skills for modern managers</ns1:title>
    <ns1:language>sr</ns1:language>
    <ns1:description language="sr">Sažetak: Pregovaranje predstavlja veštinu koja je prisutna u
svakom aspektu života, bilo da se radi o svakodnevnom
pregovaranju o jednostavnim elementima u životu, do poslovnih
pregovora, što je glavna tema ovog rada. Pregovaranje je uvek
prisutno između dve zainteresovane strane. Ova veština postoji
koliko i ljudska vrsta, ali nikada nije bila važna kao danas. Trgovina je stvorila fenomen pregovaranja, a u stara vremena je
zamenila otimanje i krađu. Poslovno pregovaranje je danas veoma
cenjena veština. Nema svaki pregovarač prirodnu veštinu za
pregovaranje i zato su se mnogi istraživači posvetili proučavanju
ove veštine i stvorili čitav niz teorijskih aspekata koji pomažu
mnogim ljudima da nauče i usavrše svoje pregovaračke veštine.
Ove osnovne postavke su tema ovog rada, uz glavne elemente
poslovnog pregovaranja, karakteristike svakog uspešnog
pregovarača, kao i mnoge preporuke za usmeravanje veština
poslovne komunikacije i pregovaranja. Cilj ovog istraživačkog
rada jeste da se ukaže na značajnost uloge menadžera, kao i da
njegove veštine poslovnog pregovaranja iziskuju informisanost,
preciznost, procenu psiholoških aspekata.</ns1:description>
    <ns1:description language="en">Abstract:
Negotiating represents a skill that is present in every aspect of life, whether it is everyday negotiations over simple matters, or business negotiations, which are the primary focus of this paper. Negotiation always occurs between two interested parties. This skill has existed as long as humankind, but it has never been as important as it is today. Trade gave rise to the phenomenon of negotiation, which, in ancient times, replaced violent seizure and theft. Today, business negotiation is a highly valued skill. Not every negotiator possesses a natural talent for negotiation, which is why many researchers have dedicated themselves to studying this skill, developing a wide range of theoretical frameworks to help people learn and refine their negotiation abilities. These foundational principles are the subject of this paper, along with the main elements of business negotiation, the characteristics of a successful negotiator, and numerous recommendations for honing business communication and negotiation skills. The aim of this research is to highlight the significance of the manager&apos;s role and to demonstrate that effective business negotiation requires knowledge, precision, and the ability to assess psychological factors.</ns1:description>
    <ns1:keyword language="sr">Ključne reči: poslovni pregovori, pregovaračka veština, osobine pregovarača, psihologija pregovaranja, protivnik u pregovaranju.</ns1:keyword>
    <ns1:keyword language="en">Keywords: business negotiations; negotiation skill; characteristics of negotiators; negotiation psychology; negotiating counterpart.</ns1:keyword>
    <ns2:identifiers>
      <ns2:resource>1552099</ns2:resource>
      <ns2:identifier>10.5937/etp2403128C</ns2:identifier>
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    <ns1:upload_date>2024-12-09T16:52:38.866Z</ns1:upload_date>
    <ns1:status>44</ns1:status>
    <ns2:peer_reviewed>yes</ns2:peer_reviewed>
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        <ns3:firstname>Filip</ns3:firstname>
        <ns3:lastname>Cvetković </ns3:lastname>
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        <ns3:firstname>Maja</ns3:firstname>
        <ns3:lastname>Kovačević</ns3:lastname>
        <ns3:institution>Fakultet za ekonomiju i inženjerski menadžment u Novom Sadu</ns3:institution>
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        <ns3:orcid>0000-0001-6902-3794</ns3:orcid>
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        <ns3:firstname>Aleksandar</ns3:firstname>
        <ns3:lastname>Stanković </ns3:lastname>
        <ns3:type>person</ns3:type>
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      <ns1:entity seq="2">
        <ns3:firstname>Dejan</ns3:firstname>
        <ns3:lastname>Andrejević </ns3:lastname>
        <ns3:type>person</ns3:type>
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      <ns1:entity seq="1">
        <ns3:firstname>Mihajlo</ns3:firstname>
        <ns3:lastname>Filev </ns3:lastname>
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      </ns1:entity>
      <ns1:date>2024</ns1:date>
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    <ns1:size>1084857</ns1:size>
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    <ns8:approbation_period>2024-09-18</ns8:approbation_period>
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  <ns12:digitalbook>
    <ns12:name_magazine language="sr">Ekonomija: teorija i praksa</ns12:name_magazine>
    <ns12:volume>17</ns12:volume>
    <ns12:booklet>3</ns12:booklet>
    <ns12:from_page>128</ns12:from_page>
    <ns12:to_page>141</ns12:to_page>
    <ns12:releaseyear>2024</ns12:releaseyear>
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