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Title:POSLOVNA POGAJANJA V MEDKULTURNEM OKOLJU
Authors:ID Vrzel, Romina (Author)
ID Uršič, Duško (Mentor) More about this mentor... New window
Files:.pdf UNI_Vrzel_Romina_2011.pdf (317,36 KB)
MD5: A6290A0F3929A2DAB9DF1101424C87F2
PID: 20.500.12556/dkum/8521eabd-942c-44f3-bf31-1fa76c488f41
 
Language:Slovenian
Work type:Final seminar paper
Organization:EPF - Faculty of Business and Economics
Abstract:Pogajanja so zelo širok pojem, s katerim se srečujemo vsak dan in ga moramo zelo dobro razumeti in se o njem poučiti, če želimo razumeti pojem poslovna pogajanja in tudi pogajanja v medkulturnem okolju. Pogajanja so že sama po sebi zelo težaven proces, saj obe strani želita s pogajanji nekaj doseči, v korist in pa tudi v škodo nasprotnika, če pa temu prištejemo še različno kuturo, norme, navade, prepričanja, vrednote, izobrazbeno raven, življenjski standard, religijo,...pa se stvar še veliko bolj zakomplicira. In tako ne poteka celotna stvar samo tisti čas ko smo za pogajalsko mizo in se pogajamo v pravem pomenu besede, ampak se začne še veliko prej in traja veliko pozneje kot pa sam proces pogajanja. V diplomskem delu sem se v praktičnem delu osredotočila na poslovna pogajanja med različnimi kulturami in vpliv kulturnih razlik na poslovna pogajanja ter jih v teoretičnem delu povezala z priznanim slovenskim podjetjem X, ki ga zaradi varovanja podatkov nisem navajala z celotnim imenom. V teoretičnem delu sem predstavila poslovna pogajanja, opredelila njihove cilje in stopnje v pogajalskem procesu, opisala tudi tehnike, taktike in stile pogajanj, ki jih ima pogajalec na voljo, da doseže zastavljenje cilje v procesu pogajanj. Opisala sem tudi pojem kultura, ki je zelo pomembna pri poslovnih pogajanjih v mednarodnem okolju in pa sestavine kulture. V zadnjem delu teoretičnega dela sem poskušala pojma kultura in pa poslovna pogajanja združit v skupen pojem, kako vplivajo različne kulture na poslovna pogajanja. Predstavila sem tudi značilnosti mednarodnih pogajalcev in pogajalske sloge v mednarodnem okolju, ki se nekoliko razlikujejo od pogajalskih slogov v enaki kulturi. V praktičnem delu pa sem predstavila podjetje X, ki se ukvarja s proizvodnjo smuči in drugih pripomočkov za šport in prosti čas, ter proizvodnjo športnih orodij in proizvodnjo jadrnic in motornih čolnov. To slovensko podjetje je znano širom po svetu in tako prihaja tudi do izmenjave različnih kultur in pogajanj med njimi. Tako je za pogajalca, ki bo prišel v stik s podjetjem druge kulture zelo pomembno, da pozna temeljne značilnosti kulture naroda s katerim se bo pogajal.
Keywords:poslovna pogajanja, stopnje v procesu pogajanj, poslovni partner, tujci, pogajalec, kultura, religija, jezik, sporazum, norme in navade.
Place of publishing:Maribor
Publisher:[R. Vrzel]
Year of publishing:2011
PID:20.500.12556/DKUM-19701 New window
UDC:339.9
COBISS.SI-ID:10853660 New window
NUK URN:URN:SI:UM:DK:RRMWDOUP
Publication date in DKUM:24.11.2011
Views:4330
Downloads:571
Metadata:XML DC-XML DC-RDF
Categories:EPF
:
VRZEL, Romina, 2011, POSLOVNA POGAJANJA V MEDKULTURNEM OKOLJU [online]. Bachelor’s thesis. Maribor : R. Vrzel. [Accessed 7 April 2025]. Retrieved from: https://dk.um.si/IzpisGradiva.php?lang=eng&id=19701
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Secondary language

Language:English
Title:BUSINESS NEGOTIATIONS IN A MULTICULTURAL ENVIRONMENT
Abstract:Negotiaiton are very broad term that we encounter evry day and we very well understand and learn about it, if we understand theconcept of commercial negotiaitons and negotiating in a multicultural environment. Negotiations are already in itself very difficult process, becouse both parties want the negotiations to achieve something for the benefit and also to the detriment of the opponent, but if we add the difference cultura, norms, habits, beliefs, values, education level, living standards, religion,...but things are much more complicated. And so the whole thing takes place only one time when we are at the negotiating table and negotiate in the true sense of the word, but it starts much earlier and lasts much later than the process of negotiation. His diploma work, I work in practical focus on business negotiations between different cultures and the impact of cultural differences on business negotiations and by the theoretical work together with renowned Slovenian companies X, by reasons of data protection will not put forward with the whole name. In the theoretical part, I presented a business negotiation, identify their goals and stages in the negotiation process, also described the techniques, tactics and styles of negotiation, the negotiator by the will to achieve goals in negotiation. I described the concept of culture that is very important in business negotiations in the international environment and the elements of culture. In the latter part of the theoretical work, I tried the concept of culture and business negotiations and assembling them in a common concept of how different cultures influence on business negotiations. I also presented the characteristics of inernational negotiators and negotiation styles in the international environment, which are slightly different negotiating styles of the same culture. In practical work, I presented the company X, which is engaged in the m anufacture of skis and other accessories for sport and leisure, and sports production tools and production of sailboats and motor boats. This Slovenian company is known all aroud the world and comes up to the exchange of different cultures and negotiations between them. So, the negotiator, who will come into contact with the company of the other cultures is very important to know the basic characteristics of the culture of the nation which will be negotiated.
Keywords:business negotiations, rate negotiation process, business partner, foreigners, negotiator, culture, religion, language, agreement, norms and habits.


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