|Abstract:||Negotiations are important part of life and are increasingly gaining attention in business and private life. Human beings negotiate on daily basis, from the day we are born, until the day we die. Key parts of the negotiation are reconciliation of different interests, goals and solving disagreements. For getting the results, that both sides will be satisfied with, preparation, gathering useful information and using verbal and nonverbal communication skills are needed. That will help negotiators reach success in every single phase of negotiations and reach beneficial outcome as a result. Negotiators who are constantly learning and gaining new knowledge are vital part of successful negotiations. Phases of negotiations are always the same, only the subject of negotiation is changing. Negotiations have been mostly collective in recent years, which mean that two or more negotiators are involved. It is very important that negotiators create a positive energy and good relations during the process of negotiation. Success of negotiation is determined by listening of other party, skills and competences of negotiators, making suggestions that fit into subject of negotiation. Choosing the right negotiation’s technique and strategy is also very important. The chosen strategy needs to be followed the whole time of negotiation process; there is a thin line between good and bad negotiator. Understanding and accepting cultural differences became unavoidable nowadays. Firms operate internationally and can’t keep their market position if they don’t think wide enough. Globalization helped firms connect easily and combine similar interests; firms got access to the world market. That is why being flexible enough during negotiations and considering cultural backgrounds of other negotiators is so crucial. For reaching an agreement, negotiators must be prepared for many unpredictable circumstances and must often include translator into negotiation process as well.
In this master thesis we described key differences of German and Mexican business culture, including language, business meetings and parties, greetings, addressing business partners, gestures, business clothes and giving gifts to business partners. We briefly described definitions of business negotiations and negotiators’ characteristics, the process of negotiation, timelines of negotiations and making the right choices. We also described the importance of the right communication during negotiation process and negotiation styles of Mexican and German negotiators. UNIOR started operating in 1919, which means they are being present on the market for exactly 100 years now. UNIOR’s key activities are making hand tools and metal parts, mostly for automobile industry. In 1997 UNIOR became a joint-stock company. UNIOR seeks for responsibility, excellence and innovations. They often cooperate with German and Mexican companies; negotiators from these countries highly respect negotiators from UNIOR for their good advices, high business ethics and clear arguments while reaching an agreement. Negotiators from Mexico are mostly very sociable, they like to have a good, extensive conversation and have tendency to be less punctual. On the other side, German negotiators are very punctual, reserved, peaceful and diplomatic.|