{"id":23081,"date":"2026-04-30T11:09:02","date_gmt":"2026-04-30T09:09:02","guid":{"rendered":"https:\/\/zaposlise.hr\/blog\/?p=23081"},"modified":"2026-04-30T11:11:57","modified_gmt":"2026-04-30T09:11:57","slug":"pregovaranje-s-bornom-juriskovicem","status":"publish","type":"post","link":"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/","title":{"rendered":"Pregovaranje s Bornom Juri\u0161kovi\u0107em"},"content":{"rendered":"<span class=\"rt-reading-time\" style=\"display: block;\"><span class=\"rt-label rt-prefix\">Reading Time: <\/span> <span class=\"rt-time\">3<\/span> <span class=\"rt-label rt-postfix\">minute<\/span><\/span><p>Pregovaranje je jedna od onih vje\u0161tina o kojoj svi govore, ali ju rijetki zaista razumiju i koriste na pravi na\u010din.<\/p>\n<p>Vidimo je u gotovo svim fazama zapo\u0161ljavanja, ali i rada. Krenimo samo od <a href=\"https:\/\/zaposlise.hr\/blog\/razgovor-za-posao-postavite-prava-pitanja\/\">razgovora za posao<\/a>, zatim pregovora o pla\u0107i ili uvjetima rada.<\/p>\n<p>Trebali bi biti sposobni jasno komunicirati svoju vrijednost, ali i razumjeti drugu stranu.<\/p>\n<p>O tome kako se razvija vje\u0161tina pregovaranja, te kako mo\u017ee pomo\u0107i kandidatima na tr\u017ei\u0161tu rada, razgovarali smo s <a href=\"https:\/\/pregovaranje.hr\/\" target=\"_blank\" rel=\"noopener\">Bornom Juri\u0161kovi\u0107em<\/a>.<\/p>\n<p>Bruno je trener pregovaranja koji je svoj put zapo\u010deo potpuno izvan tog podru\u010dja i zavr\u0161io na svjetskom vrhu.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_64 counter-hierarchy ez-toc-counter ez-toc-white ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Sadr\u017eaj<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Kako_si_zapoceo_svoju_pregovaracku_karijeru\" title=\"Kako si zapo\u010deo svoju pregovara\u010dku karijeru?\">Kako si zapo\u010deo svoju pregovara\u010dku karijeru?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Kako_si_znao_da_je_to_tvoj_poziv\" title=\"Kako si znao da je to tvoj poziv?\">Kako si znao da je to tvoj poziv?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Ima_li_pregovaranje_slicnosti_s_debatiranjem\" title=\"Ima li pregovaranje sli\u010dnosti s debatiranjem?\">Ima li pregovaranje sli\u010dnosti s debatiranjem?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Zasto_si_potreban_tvrtkama\" title=\"Za\u0161to si potreban tvrtkama?\">Za\u0161to si potreban tvrtkama?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Pomoci_kandidatima_koji_traze_posao\" title=\"Pomo\u0107i kandidatima koji tra\u017ee posao\">Pomo\u0107i kandidatima koji tra\u017ee posao<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Koliko_je_priprema_vazna\" title=\"Koliko je priprema va\u017ena?\">Koliko je priprema va\u017ena?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Kako_doci_do_povisice\" title=\"Kako do\u0107i do povi\u0161ice?\">Kako do\u0107i do povi\u0161ice?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Poslodavci_mogu_olaksati_razgovor\" title=\"Poslodavci mogu olak\u0161ati razgovor\">Poslodavci mogu olak\u0161ati razgovor<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/zaposlise.hr\/blog\/pregovaranje-s-bornom-juriskovicem\/#Pregovaranje_je_buducnost\" title=\"Pregovaranje je budu\u0107nost\">Pregovaranje je budu\u0107nost<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Kako_si_zapoceo_svoju_pregovaracku_karijeru\"><\/span>Kako si zapo\u010deo svoju pregovara\u010dku karijeru?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Ja sam Borna Juri\u0161kovi\u0107 i trener sam vje\u0161tine pregovaranja. S 18 godina sam upisao gra\u0111evinu, ali iskreno, nisam se prona\u0161ao u tome. No, zavr\u0161io sam fakultet, tako da sam slu\u017ebeno in\u017eenjer gra\u0111evine.<\/p>\n<p>Na tre\u0107oj godini sam odlu\u010dio da se \u017eelim baviti pregovaranjem. Paralelno sam znao da se moram dodatno educirati ako se ne\u0107u baviti strukom.<\/p>\n<p>Pro\u0161ao sam brojne edukacije u Hrvatskoj, Europi i SAD-u, uklju\u010duju\u0107i i edukaciju na <a href=\"https:\/\/msu.edu\/\" target=\"_blank\" rel=\"noopener\">sveu\u010dili\u0161tu Michigan<\/a>, gdje me trenirao biv\u0161i FBI pregovara\u010d.<\/p>\n<p>Vrlo brzo sam krenuo raditi s ljudima jedan na jedan, najvi\u0161e oko toga kako dobiti povi\u0161icu.<\/p>\n<p>Ti ljudi su me po\u010deli preporu\u010divati dalje. Prvo svojim \u0161efovima, a onda su krenuli pozivi iz tvrtki za <a href=\"https:\/\/zaposlise.hr\/blog\/edukacija-top-10-prilika-koje-financira-drzava\/\">edukacije<\/a>. I tako se sve prirodno razvilo u ono \u0161to danas radim.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Kako_si_znao_da_je_to_tvoj_poziv\"><\/span>Kako si znao da je to tvoj poziv?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Iskreno \u2013 nisam znao. Na fakultetu su me \u010desto gurali da dr\u017eim prezentacije i to mi je bilo prirodno. Nije mi predstavljalo problem.<\/p>\n<p>Tako sam u\u0161ao u svijet komunikacije, prodaje i pregovaranja. Radio sam i u prodaji, ali to mi nije bio dugoro\u010dni smjer. U jednom trenutku sam shvatio da na tr\u017ei\u0161tu nedostaje konkretne edukacije o pregovaranju.<\/p>\n<p>Prekretnica je bila kada me poznanik pitao mogu li mu pomo\u0107i oko pregovora za <a href=\"https:\/\/zaposlise.hr\/blog\/povisica-kako-do-nje-i-koliko-traziti\/\">povi\u0161icu<\/a>. Tada sam krenuo ozbiljnije u tom smjeru, otvorio profil na <a href=\"https:\/\/www.instagram.com\/pregovaranje\/\">dru\u0161tvenim mre\u017eama<\/a> i po\u010deo dijeliti sadr\u017eaj.<\/p>\n<p>Kasnije sam sudjelovao na me\u0111unarodnom natjecanju iz pregovaranja i osvojio prvo mjesto, \u0161to mi je dodatno otvorilo vrata i dalo kredibilitet.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Ima_li_pregovaranje_slicnosti_s_debatiranjem\"><\/span>Ima li pregovaranje sli\u010dnosti s debatiranjem?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Ima, i to dosta. Postoji puno preklapanja, pogotovo u na\u010dinu razmi\u0161ljanja, argumentaciji i strukturi komunikacije.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Zasto_si_potreban_tvrtkama\"><\/span>Za\u0161to si potreban tvrtkama?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<blockquote><p><span style=\"font-size: 14pt; font-family: tahoma, arial, helvetica, sans-serif;\">Prepoznat sam po tome \u0161to sam konkretan. <\/span><\/p><\/blockquote>\n<p>Ne bavim se teorijom u stilu \u201cpregovaranje je ovo ili ono\u201d. Kada se na\u0111e\u0161 u konkretnoj situaciji, ja ti dam konkretne re\u010denice i pristupe koje mo\u017ee\u0161 odmah primijeniti.<\/p>\n<p>Radim s razli\u010ditim industrijama, od teleprodaje i nabave do pregovora s dobavlja\u010dima ili partnerima. Radio sam i s velikim sustavima poput <a href=\"https:\/\/www.loreal.com\/en\/\" target=\"_blank\" rel=\"noopener\">L\u2019Or\u00e9ala<\/a>.<\/p>\n<p>Svaka edukacija je prilago\u0111ena klijentu, nema generi\u010dkih rje\u0161enja.<\/p>\n<p>Prvo razgovaram s klijentima, razumijem njihove potrebe i situacije, a zatim gradimo pristup na temelju stvarnih scenarija s kojima se susre\u0107u.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Pomoci_kandidatima_koji_traze_posao\"><\/span>Pomo\u0107i kandidatima koji tra\u017ee posao<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Danas imamo puno alata, uklju\u010duju\u0107i <a href=\"https:\/\/zaposlise.hr\/blog\/poslovi-ai\/\">umjetnu inteligenciju<\/a>, koji mogu pomo\u0107i u pripremi. Kandidati mogu analizirati \u0161to im je va\u017eno i usporediti to s onim \u0161to poslodavac nudi.<\/p>\n<p>Va\u017eno je razumjeti \u0161to konkretna pozicija uklju\u010duje. Kada do\u0111e\u0161 na razgovor, treba\u0161 znati o \u010demu se radi. I jo\u0161 va\u017enije, treba\u0161 postavljati pitanja.<\/p>\n<blockquote><p><span style=\"font-family: verdana, geneva, sans-serif; font-size: 14pt;\">Ljudi \u010desto zaborave da i oni procjenjuju poslodavca. <\/span><\/p><\/blockquote>\n<p>Nije to jednosmjerna situacija. Mo\u017ee\u0161 pitati koja su o\u010dekivanja od osobe na toj poziciji ili kako izgleda idealan kandidat.<\/p>\n<p>Stav je klju\u010dan. Ako do\u0111e\u0161 s mentalitetom \u201csamo da dobijem posao\u201d, tako \u0107e te i percipirati. Va\u017eno je biti svjestan svoje vrijednosti, ali i realan.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Koliko_je_priprema_vazna\"><\/span>Koliko je priprema va\u017ena?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Priprema je po\u010detak svega. Ne smije\u0161 misliti da zna\u0161 \u201cotprilike\u201d o poslu. Treba\u0161 istra\u017eiti tvrtku, bran\u0161u i poziciju.<\/p>\n<p>Ako ima\u0161 poznanike u toj industriji, pitaj ih. Informiraj se o pla\u0107i, uvjetima i praksama. Danas su te informacije dostupnije nego ikad.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Kako_doci_do_povisice\"><\/span>Kako do\u0107i do povi\u0161ice?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Ve\u0107ina ljudi grije\u0161i jer govori samo o sebi. Govore koliko su doprinijeli i za\u0161to zaslu\u017euju vi\u0161e.<\/p>\n<p>Pregovaranje nije samo o tebi. Mora\u0161 razumjeti kako te druga strana vidi i \u0161to za nju zna\u010di ve\u0107a vrijednost.<\/p>\n<blockquote><p><span style=\"font-size: 14pt; font-family: tahoma, arial, helvetica, sans-serif;\">Umjesto da tra\u017ei\u0161 pove\u0107anje, postavi pitanje: na kojim projektima mogu dati ve\u0107u vrijednost?<\/span><\/p><\/blockquote>\n<p>Zatim, kako mogu doprinijeti vi\u0161e?<\/p>\n<p>Kada te poslodavac po\u010dne percipirati kao osobu koja donosi ve\u0107u vrijednost, povi\u0161ica dolazi kao logi\u010dan korak.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Poslodavci_mogu_olaksati_razgovor\"><\/span>Poslodavci mogu olak\u0161ati razgovor<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Poslodavci trebaju pokazati vi\u0161e <a href=\"https:\/\/zaposlise.hr\/blog\/empatija-vodstvo\/\">empatije<\/a> i razumijevanja. Kandidati su pod stresom i to treba uzeti u obzir.<\/p>\n<p>Jedan od na\u010dina je opu\u0161tanje atmosfere kroz osobne pri\u010de ili humor. Drugi na\u010din je etiketiranje emocija. Prepoznavanje i imenovanje onoga \u0161to kandidat osje\u0107a.<\/p>\n<p>Primjerice, ako ka\u017ee\u0161 kandidatu da primje\u0107uje\u0161 da je nervozan, velika je vjerojatnost da \u0107e se ta nervoza smanjiti. Istra\u017eivanja pokazuju da izgovaranje emocije smanjuje njen intenzitet.<\/p>\n<p>Tako mo\u017eete potpuno promijeniti tijek razgovora i u\u010diniti ga ugodnijim za obje strane.<\/p>\n<p><strong>Preuzmite prodajnu <a href=\"https:\/\/pregovaranje.hr\/skripta\/\" target=\"_blank\" rel=\"noopener\">skriptu<\/a> i nau\u010dite pregovarati!<\/strong><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Pregovaranje_je_buducnost\"><\/span>Pregovaranje je budu\u0107nost<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Pri\u010da Borne Juri\u0161kovi\u0107a pokazuje da pregovaranje nije rezervirano samo za prodava\u010de ili menad\u017eere.<\/p>\n<p>Ta vje\u0161tina se mo\u017ee nau\u010diti i primijeniti u svakodnevnim situacijama.<\/p>\n<p>Hvala Borni na razgovoru!<\/p>\n<p><strong>Prijavite se na <a href=\"http:\/\/zaposlise.hr\/posao\">oglas za posao<\/a> i pregovarajte o uvjetima! Krenite ve\u0107 danas!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Pregovaranje je jedna od onih vje\u0161tina o kojoj svi govore, ali ju rijetki zaista razumiju i koriste na pravi na\u010din. [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[27],"tags":[74,215,180,311,196,179,255],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Pregovaranje s Bornom Juri\u0161kovi\u0107em - Zaposlise.hr<\/title>\n<meta name=\"description\" content=\"Pregovaranje lako mo\u017ee promijeniti va\u0161u karijeru ve\u0107 danas. 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