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Title:POSLOVNA POGAJANJA V OKOLJU KULTURE ZDRUŽENIH ARABSKIH EMIRATOV
Authors:Vučko, Sara (Author)
Korez Vide, Romana (Mentor) More about this mentor... New window
Files:.pdf VS_Vucko_Sara_2014.pdf (777,63 KB)
 
Language:Slovenian
Work type:Final seminar paper (mb14)
Typology:2.11 - Undergraduate Thesis
Organization:EPF - Faculty of Business and Economics
Abstract:Pri poslovnih pogajanjih govorimo o medsebojnem izmenjavanju idej, ciljev in njihovih rešitev, doseganju zavezništev, ki bodo delovala dolgoročno. Prednost dobrih pogajalcev je prilagodljivost. Skozi celotni postopek pogajanj vsrkavajo informacije o njihovih konkurentih, vzorcih prezentacij, načinih govora ter osebnem slogu. Izkušeni pogajalci si ne ustvarjajo domnev o skupnih točkah in medsebojnih razlikah na podlagi prvega vtisa. Mednarodni pogajalci imajo v primerjavi s pogajalci znotraj držav bistveno težjo nalogo, saj se morajo prilagoditi tuji kulturi in drugačnemu obnašanju, kot so ga vajeni v svoji državi. Zato je priprava na pogajanja ključnega pomena. Kulturne razlike imajo v mednarodnih poslovnih pogajanjih prav tako močan vpliv na uspeh poslovnih pogajanj. Potrebna je predčasna priprava in seznanitev s tujo kulturo. Poslovna etika pri pogajanjih preučuje moralna načela, norme in postopke etičnih odločanj pri poslovanju podjetja. Združeni arabski emirati spadajo med t. i. »contact« oz. kontakt pogajalce, ne pa med »contract« oz. pogodbene pogajalce. To pomeni, da se poslovna pogajanja uradno pričnejo šele po dolgoročnem spoznavanju in postavljanju trdnejšega, zaupljivejšega odnosa. Pred pričetkom poslovnih aktivnosti veliko svojega časa vlagajo v zasebne stike. Pri poslovnih pogajanjih imajo sestavljen reden urnik sestankov, v primeru, da se sestanka ne moremo udeležiti, sprejmejo tudi telefonski pogovor. Točnost jim predstavlja znak spoštovanja, zamuda pa znak moči. Arabski svet je tradicionalen, ogromen vpliv nanj ima islam, ki močno vpliva na poslovna pogajanja in odločitve. Islam posega na vsa življenjska področja. Vera predstavlja kritično komponento arabskih življenj, ne glede na njihov sloj. Arabci rade volje izrazijo čustva, v njihovih pogovorih je zaznati številna pretiravanja. Arabski pogajalci se izogibajo nasprotovanju in tudi neposrednemu »ne«. Tu je dolgovezno in celo agresivno govorjenje pri poslovanju nekaj čisto običajnega. Potrebno je veliko govoriti in tudi povečati glasnost. Dvigovanje tonov, tudi celo kričanje, so znaki iskrenosti.
Keywords:mednarodna poslovna pogajanja, kulturne razlike, Združeni arabski emirati.
Year of publishing:2014
Publisher:[S. Vučko]
Source:Maribor
UDC:005.57
COBISS_ID:11839260 Link is opened in a new window
NUK URN:URN:SI:UM:DK:H00QYKSL
Views:703
Downloads:161
Metadata:XML RDF-CHPDL DC-XML DC-RDF
Categories:EPF
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Secondary language

Language:English
Title:BUSINESS NEGOTIATIONS IN THE CULTURAL ENVIRONMENT OF UNITED ARAB EMIRATES
Abstract:In business negotiations we talk about mutual idea exchanges, goals and their solutions and achieving alliances that work on a long term basis. Good negotiators are flexible, which is their advantage. Throughout the negotiations they absorb information from their competitors; different samples of presentations; ways of speech and their personal styles. Experienced negotiators do not generate assumptions about the common points and their differences, on the basis of the first impression. International negotiators have a considerably more difficult job, compared to the negotiators within countries. They have to adapt to a new culture and a different behavior than to the one they are used to in their home country. Therefore, the preparation for negotiations is crucial. The cultural differences in the international business negotiations have a strong influence on the success of business negotiations. Early preparation and familiarization with foreign culture is needed before we go on business negotiations. Business Ethics in negotiations examines the moral principles, norms and procedures of ethical decision making in business. United Arab Emirates are among the contact negotiators rather than the contract negotiators. This means that the business negotiations officially begin only after long-term recognition and formation of a stronger, more confident relation. Much of their time is invested in private contacts before they even start business activities. In business negotiations they have a regular schedule of meetings; in case that one cannot attend the meeting they also tolerate a telephone conversation. Punctuality presents a sign of respect; the delay is a sign of strength. The Arab world is traditional, has a huge influence of Islam, which has a major impact on business negotiations and decisions. Islam reaches in all of their life aspects. Religion represents a critical component of Arab life regardless of their class. Arabs willingly express emotions using verbal language with many exaggerations. Arab negotiators avoid raising objections and avoid saying "no" directly in ones face. Long speeches and even aggressive expressions, while making business, is something quite normal. Talk a lot and raise your voice and you should be fine, by the way raising the tone or even shouting is a sign of sincerity.
Keywords:international business negotiations, cultural differences, United Arab Emirates.


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