Pregovaranje

**Pregovaranje** je dijalog između dve strane ili više njih kako bi se rešile tačke neslaganja, stekla prednost za pojedinca ili kolektiv ili oblikovali ishodi koji zadovoljavaju različite interese. Strane teže da se dogovore o pitanjima od zajedničkog interesa. Sporazum može koristiti svim uključenim stranama ili samo nekim od njih. Pregovarači treba da utvrde vlastitie potrebe, istovremeno nastojeći da razumeju želje i potrebe drugih uključenih strana, kako bi povećali mogućnost sklapanja sporazuma, izbegavanja sukoba, uspostavljanja odnosa s drugim stranama i maksimiziranja obostrane dobiti. Distributivni pregovori – kompromisi – provode se iznošenjem stava i pravljenjem ustupaka kako bi se postigao sporazum. Stepen poverenja u sprovođenje rešenja dogovorenog između pregovaračkih strana glavni je faktor u određivanju uspeha pregovora.

Ljudi svakodnevno pregovaraju iako često nisu toga svesni. Pregovori se mogu provoditi u organizacijama – računajući preduzeća, neprofitne organizacije i vlade – u prodaji i pravnim postupcima i u ličnim situacijama kao što su brak, razvod, roditeljstvo, prijateljstvo itd. Profesionalni pregovarači neretko su specijalizirani. Primeri profesionalnih pregovarača su: sindikalni pregovarači, pregovarači za otkup deonica, mirovni pregovarači i pregovarači za taoce. Oni mogu raditi i pod drugim titulama, kao što su titule diplomate, zakonodavca i arbitra. Pregovori se mogu voditi i algoritmima ili mašinama – automatizirano pregovaranje. U takvom pregovaranju, učesnici i proces moraju biti pravilno modelirani. Savremeno pregovaranje odlikuje se složenošću.

## Povezano

* Appeasement
* Ugovor
* Teorija odvraćanja
* Diplomacija
* Teorija igara
* Međunarodni odnosi
* Rukovodstvo
* Nashov ekvilibrijum
* Dilema zatvorenika

## Reference

## Dodatna literatura

* Camp, Jim. (2007). *No, The Only Negotiating System You Need For Work Or Home*. Crown Business. New York.
* Movius, H. and Susskind, L. E. (2009) *Built to Win: Creating a World Class Negotiating Organization*. Cambridge, MA: Harvard Business Press.
* Roger Dawson, *Secrets of Power Negotiating – Inside Secrets from a Master Negotiator*. Career Press, 1999.
* Davérède, Alberto L. "Negotiations, Secret", *Max Planck Encyclopedia of Public International Law*
* Ronald M. Shapiro and Mark A. Jankowski, *The Power of Nice: How to Negotiate So Everyone Wins – Especially You!*, John Wiley & Sons, Inc., 1998, 
* 
* Roger Fisher and Daniel Shapiro, *[[Beyond Reason: Using Emotions as You Negotiate]]*, Viking/Penguin, 2005.
* Douglas Stone, Bruce Patton, and Sheila Heen, foreword by Roger Fisher, *Difficult Conversations: How to Discuss What Matters Most*, Penguin, 1999, 
* Catherine Morris, ed. Negotiation in *Conflict Transformation and Peacebuilding: A Selected Bibliography.* Victoria, Canada: Peacemakers Trust.
* Howard Raiffa, *The Art and Science of Negotiation*, Belknap Press 1982, 
* David Churchman, "Negotiation Tactics" University Press of America, Inc. 1993 
* William Ury, *[[Getting Past No]]: Negotiating Your Way from Confrontation to Cooperation*, revised second edition, Bantam, 1993, trade paperback, ; 1st edition under the title, *Getting Past No: Negotiating with Difficult People*, Bantam, 1991, hardcover, 161 pages, 
* William Ury, Roger Fisher and Bruce Patton, *[[Getting to Yes]]: Negotiating Agreement Without Giving in*, Revised 2nd edition, Penguin USA, 1991, trade paperback, ; Houghton Mifflin, 1992, hardcover, 200 pages, . The first edition, unrevised, Houghton Mifflin, 1981, hardcover, 
* The political philosopher Charles Blattberg distinguished between negotiation and conversation, and criticized conflict-resolution methods that give too much weight to the former. See his *From Pluralist to Patriotic Politics: Putting Practice First*, Oxford and New York: Oxford University Press, 2000, , a work of political philosophy; and his *Shall We Dance? A Patriotic Politics for Canada*, Montreal and Kingston: McGill Queen's University Press, 2003, , which applies that philosophy to the Canadian case.
* Leigh L. Thompson, *The Mind and Heart of the Negotiator* 3rd Ed., Prentice Hall Oct. 2005.
* Nicolas Iynedjian, Négociation – Guide pratique, CEDIDAC 62, Lausanne 2005, 
* Michele J. Gelfand and Jeanne M. Brett, ed. ''Handbook of negotiation and culture'', 2004. 
* "Emotion and conflict" from the *Beyond Intractability* Database
* 
* 
* Andrea Schneider & Christopher Honeyman, eds., *The Negotiator's Fieldbook*, American Bar Association (2006). 
* Richard H. Solomon and Nigel Quinney. *American Negotiating Behavior: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers* (United States Institute of Peace Press, 2010); 357 pages; identifies four mindsets in the negotiation behavior of policy makers and diplomats; draws on interviews with more than 50 practitioners
* Charles Arthur Willard. *Liberalism and the Problem of Knowledge: A New Rhetoric for Modern Democracy*. University of Chicago Press. 1996.
* John McMillan "Games, Strategies, and Managers" Oxford University Press. 1992. .
* Charles Arthur Willard. *A Theory of Argumentation*. University of Alabama Press. 1989.
* Charles Arthur Willard. *Argumentation and the Social Grounds of Knowledge*. University of Alabama Press. 1982.
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