Uspešnost poslovnih pogajanj v mariborskih zavarovalnicah

• Main Author: Pisar, Maruška
• Other Authors: Šarotar Žižek, Simona
• Format: Bachelor Thesis
• Language: Slovenian
• Published: M. Pisar 2017
• Subjects: pogajanja; pogajalske taktike; sporazum; uspešnost pogajanj; zavarovalnice; negotiations; negotiating tactics; agreement; successfulness of negotiations; insurance companies; info:eu-repo/classification/udc/005.57; sami
• Online Access: https://dk.um.si/IzpisGradiva.php?id=66230; https://dk.um.si/Dokument.php?id=113362&dn=; https://plus.si.cobiss.net/opac7/bib/12881180?lang=sl

V diplomskem projektu smo obravnavali poslovna pogajanja in njihovo uspešnost. Pogajanje pomeni znati najti pravo mero med popuščanjem in prepričevanjem v namen, da bi dosegli obojestransko zadovoljstvo in uspeh. Uspešnost pogajanj namreč pomeni sporazum, ki prinaša korist vsem, ki so bili udeleženi v proces pogajanj. S pogajanji se zavedno ali nezavedno srečujemo vsak dan tako v poslovnem kot tudi vsakdanjem življenju. Glavni kriterij uspešnosti pogajanj je ustrezna priprava. Ostali kriteriji so še izbira pogajalcev, etika in bonton, pogajalska moč, pogajalske strategije in taktike itd. Potrebno je tudi spoznati cilje nasprotnika in paziti na napake. Vedeti je potrebno, da če v pogajanju želimo nekaj dobiti, se moramo nečemu odreči. Uspešen razplet pogajanj je takrat, kadar sta zadovoljni obe pogajalski strani. V raziskavi smo dobili odgovore anketnih vprašalnikov s strani zavarovalnih agentov iz različnih mariborskih zavarovalnic, preverjali pa smo predvsem njihovo uspešnost pri poslovnih pogajanjih, saj se s tem ukvarjajo vsak dan. Analizirali smo njihovo delo in spoznali, da so poslovna pogajanja v zavarovalnicah v Mariboru v več kot 50 % uspešna. Zavarovalni agenti, ki so tam zaposleni, dobro poznajo dejavnike uspešnosti pogajanj in se znajo na pogajanja ustrezno in temeljito pripraviti. Najpogosteje uporabljajo integrativni pristop, ki omogoča zmago vsem, ki so bili udeleženi v proces pogajanj. Neupoštevanje etike in bontona pri poslovnih pogajanjih v mariborskih zavarovalnicah nima večjega vpliva, saj se mariborski zavarovalni agenti v večji meri ne dovolijo zmesti in ob primeru neprijetnega počutja ne delajo ključnih pogajalskih napak. Ugotovili smo, da bolj kot nasprotnik lahko na mariborske zavarovalne agente vplivajo oni sami, saj se med pogajanji počutijo najbolj neprijetno, kadar niso dovolj dobro pripravljeni. This diploma project deals with business negotiations and their successfulness. Negotiation means finding the right measure among concession and persuasion. It also means an agreement that brings advantage to all who were engaged in the process of negotiation. We meet with negotiations consciously or unconsciously every day both in business and in private life. If we want to be successful in negotiations, we have to prepare properly, choose the right negotiators, consider ethics, negotiating power, negotiating strategies and tactics, etc. It is also important to get to know opponent’s goals and pay attentions to mistakes. If we want to win something in negotiations, we have to also refuse something. The negotiations are successful when both sides are satisfied. We used anonymous questionnaires to find out how successful insurance agents who work in different insurance companies in Maribor are. We analyzed their work and realized that business negotiations in those insurance companies are successful in more than 50 %. Insurance agents who work there know all factors of successfulness of negotiations well. They are aware of importance of proper preparation. Most of time, they are using integrative approach, that makes both sides satisfied. Disregard of ethic at business negotiations does not have bigger influence on successfulness, because insurance agents who work in insurance companies in Maribor do not allow it. In case of unpleasant feelings they are not making negotiating mistakes. We learned that insurance agents can jeopardize successfulness of negotiations mostly by themselves, when they are not prepared enough.