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Entrepreneurial learning, Vol.2 No.2 December 2012. -

The very essence of business negotiation is the rational and effective use of information and communication as the primary source of information. Each business situation is characterized by specific features among which negotiation skills have proved extremely important for entrepreneurship and been considered a true art. The introductory part of the paper presents the theoretical determinants of negotiation, definitions, planning and methods used in this process. Negotiation skills are an essential prerequisite for the development of entrepreneurialism, business partnerships, and resolving conflict of interests of the two negotiating parties. It is particularly important to present the justifiability of including courses in the field of negotiation in the curricula of Croatian higher education institutions offering degrees in economics and entrepreneurship. The contribution of this paper lies in highlighting the role of negotiation skills in acquiring competitive advantage in the market and sensitising the business community to the fact that negotiation skills are the key competence that contributes to the development of interpersonal relationships and proactive action in addressing various business situations.

negotiation; competence; entrepreneurship; communication; information

Autor: Helena Šlogar - ; Visoka poslovna škola Libertas, Zagreb, Hrvatska Vesna Cigan - ; Visoka škola



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