Negotiation as a business process in the new economy: theoretical model of negotiation applied to corporate banking market

Križman Pavlović, Danijela and Ružić, Erik (2012) Negotiation as a business process in the new economy: theoretical model of negotiation applied to corporate banking market. In: Marketing challenges in new economy. Sveučilište Jurja Dobrile u Puli. ISBN 978-953-7498-57-3

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Sažetak

Modern companies are open systems that continuously interact with external environment. Company takes inputs from its external environment such as people, capital, knowledge and skills, and in return, company releases outputs such as products, services, satisfaction and profit back into that environment. During the process of transformation from inputs into outputs, companies are exposed to different stakeholder demands. Therefore, the company is continuously interacting with employees, stockholders, the State or local administration, endusers, suppliers. This interaction is frequent, almost on a daily basis, therefore, skills such as negotiation become strategic skills and managing such skills affects the quality of realized outputs. General objective of this paper is to determine the characteristics of negotiation and identify the types of bargaining powers utilized by participants in the corporate banking market. The special objective of this paper is to design a theoretical model of negotiation in corporate banking market. Considering that scientific papers on the topic of negotiation in corporate banking market are scarce, this empirical research is aimed at expanding knowledge of this phenomenon. Research results should contribute to better understanding of the process of negotiation in corporate banking market and point out that companies taking part in exchange on corporate banking market need to manage the process of negotiation. By managing negotiation process, companies are able to directly measure the impact upon realized outputs, such as profits, satisfaction, as well as the value of services provided, or products. This paper consists of six chapters that include introduction and conclusion. After the introductory chapter, negotiation as a business process is presented in the second chapter. Third chapter emphasizes the role of negotiation in the era of New Economy, while fourth chapter is directed at presentation of bargaining power and sources of bargaining power. Goals, methodology and the results of conducted research are presented in the fifth chapter. In this chapter, the author provides a theoretical model of negotiation in corporate banking market. The most significant implications of the conducted research are highlighted in conclusion.

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Tip objekta:	Dio knjige
Mentor:	NIJE ODREĐENO
Dodatne informacije:	e-book
Teme:	3 Društvene znanosti > 33 Ekonomija. Ekonomska znanost > 339 Trgovina. Međunarodni gospodarski odnosi. Svjetsko gospodarstvo > 339.1 Opća pitanja trgovine. Tržište > 339.138 Marketing
Odjeli:	Odjel za ekonomiju i turizam "Dr. Mijo Mirković"
Datum pohrane:	04 Jul 2013 06:22
Zadnja promjena:	04 Jul 2013 06:22
URI:	http://eknjiznica.unipu.hr/id/eprint/2218

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