PERSONAL CHARACTERISTICS OF SLOVENIAN MANAGERS IN BUSINESS NEGOTIATIONS

Negotiations are an integral part of our life, both personal as well as at business level. The negotiations are old just as much as the human race and covering all human activities. They are the most complex forms of relationships between people, which represent a number of interdisciplinary knowledge and skills. The secret of successful negotiations is usually good preparation of negotiators. Negotiations do not begin when we meet with opposite negotiator, but much earlier. Today, due to lack of time is often decided that negotiators are poorly prepared to negotiate. These negotiators are calculating that their unwillingness can be replaced during the negotiations, but experts believe that this is the biggest mistake made by the negotiators. Negotiations are also an integral part of the tasks performed by managers in companies responsible for selling products and services. The purpose of this study was to find out negotiations in practice, who are negotiators, how Slovenian managers prepare themselves for negotiations, how to negotiate, what negotiating tactics are used, what personal qualities are emphasized in negotiations and, finally how to evaluate themselves as negotiators.