Review article
The skill of business negotiations with large retail stores (hypermarkets)
Slobodan Brezak
; Bauerfeind d.o.o., Zagreb, Croatia
Abstract
Business negotiation is a very important skill that serves its function within sales, especially within business trade segment, but is unfortunately not recognized from Croatian companies as a backbone of buying and selling activities. Employees in business trade sector, especially in big merchant chains (Konzum, Billa, Mercator, Interspar) and their suppliers are not well educated for business negotiations and this same employees know that business negotiation is very important for the company since at the end the result of negotiation is agreement. Overall market situation in trade sector in Croatia is very dynamic and therefore very challenging for negotiations. Big merchant chains are pushing their terms of business and it is hard to get to the negotiating table, so the trade is more based on the ''take it or leave it'' principle. Although such pushed terms of business are recognized, in most cases weak side can impact these terms and suggest their propositions but need to prepare good negotiation strategy.
Keywords
business negotiation; negotiation process; education; retail
Hrčak ID:
77879
URI
Publication date:
30.6.2011.
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