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izvor podataka: crosbi

The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies (CROSBI ID 649810)

Prilog sa skupa u zborniku | izvorni znanstveni rad | međunarodna recenzija

Galović Tomislav ; Zanketić Patricia ; Demo, Sandro The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies // Economic and social development. 2017. str. 664-674

Podaci o odgovornosti

Galović Tomislav ; Zanketić Patricia ; Demo, Sandro

engleski

The Impact of Concessions on the Effectiveness of Negotiation in Croatian Car Sales Companies

Croatian car market has been hit extremely hard during the economic crisis, resulting in a boom for used car sales. In year 2015 Croatia whole car market moderately rose albeit fast economic recovery. This research analyses the impact of given concessions on the effectiveness and competitiveness of car selling companies in Croatia. Car sales personnel in Croatia confront with non-effective negotiators/customers who often use win-lose strategy in business interaction. The main aim of this research is to identify the sources and effective concessions in order to improve productivity and competitiveness of car sales personnel/ companies in Croatia. Based on the results of secondary research conducted in Croatian cities like Zagreb, Rijeka and Zadar, negotiation concessions influence on the effectiveness of negotiation in Croatian car sales companies.

Competition, Croatian car sales companies, Effectiveness, Negotiation

This work been supported in part by the University of Rijeka under the project number 16.02.2.2.01

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Podaci o prilogu

664-674.

2017.

objavljeno

Podaci o matičnoj publikaciji

Economic and Social Development

1849-7535

Podaci o skupu

22nd International Scientific Conference on Economic and Social Development “The Legal Challenges of Modern World”

predavanje

29.06.2017-30.06.2017

Split, Hrvatska

Povezanost rada

Ekonomija