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Original scientific paper

NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET

Danijela Križman Pavlović
Erik Ružić

Fulltext: english, pdf (4 MB) pages 115-136 downloads: 421* cite
APA 6th Edition
Križman Pavlović, D. & Ružić, E. (2013). NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET. Economic research - Ekonomska istraživanja, 26 (1), 115-136. Retrieved from https://hrcak.srce.hr/104012
MLA 8th Edition
Križman Pavlović, Danijela and Erik Ružić. "NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET." Economic research - Ekonomska istraživanja, vol. 26, no. 1, 2013, pp. 115-136. https://hrcak.srce.hr/104012. Accessed 4 Apr. 2020.
Chicago 17th Edition
Križman Pavlović, Danijela and Erik Ružić. "NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET." Economic research - Ekonomska istraživanja 26, no. 1 (2013): 115-136. https://hrcak.srce.hr/104012
Harvard
Križman Pavlović, D., and Ružić, E. (2013). 'NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET', Economic research - Ekonomska istraživanja, 26(1), pp. 115-136. Available at: https://hrcak.srce.hr/104012 (Accessed 04 April 2020)
Vancouver
Križman Pavlović D, Ružić E. NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET. Economic research - Ekonomska istraživanja [Internet]. 2013 [cited 2020 April 04];26(1):115-136. Available from: https://hrcak.srce.hr/104012
IEEE
D. Križman Pavlović and E. Ružić, "NEGOTIATION AND SOURCES OF NEGOTIATION POWER: THEIR ROLE AND IMPORTANCE IN THE EXCHANGE PROCESS IN THE CORPORATE BANKING MARKET", Economic research - Ekonomska istraživanja, vol.26, no. 1, pp. 115-136, 2013. [Online]. Available: https://hrcak.srce.hr/104012. [Accessed: 04 April 2020]

Abstracts
The paper is based on the assumption that the participants in an exchange process can positively influence many aspects of their own businesses, if they master the knowledge and skills in the field of business negotiation. The aim of the paper is to contribute to the knowledge of the specific characteristics of negotiation in the corporate banking market and of the impact of individual sources of negotiation power on the agreed terms of exchange between the banking customer and the bank. The conducted research has shown that banking customers can directly influence the terms of exchange in the corporate banking market. Furthermore, the research has shown the influence that the individual sources of negotiation power have on the achievement of more favourable terms of exchange for corporate banking customers. Implications of the conducted research are multiple. For instance, the results of the research provide guidelines to corporate banking customers as to how to develop an effective negotiation strategy in the corporate banking market, thus helping them to achieve higher business competitiveness.

Keywords
Negotiation; Negotiation power; Corporate banking market; Exchange process

Hrčak ID: 104012

URI
https://hrcak.srce.hr/104012

[croatian]

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