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Title:Medkulturna poslovna pogajanja slovenskega podjetja s podjetji v Švici in na Kitajskem
Authors:ID Steinmann, Lucija (Author)
ID Završnik, Bruno (Mentor) More about this mentor... New window
Files:.pdf MAG_Steinmann_Lucija_2023.pdf (1,74 MB)
MD5: 4371991CA68654C671F2ECB9D185288A
 
Language:Slovenian
Work type:Master's thesis/paper
Typology:2.09 - Master's Thesis
Organization:EPF - Faculty of Business and Economics
Abstract:Namen magistrskega dela je s pomočjo intervjuja slovenskega podjetja spoznati bistvene podobnosti in razlike medkulturnih pogajanj Slovencev s pogajalci iz Švice in Kitajske, ter v kolikšni meri je slovensko podjetje seznanjeno s pogajalskim procesom v omenjenima državama. V uvodnem delu smo opredelili problem in spoznali, kaj nam le-ta predstavlja. V teoretičnem delu smo se osredotočili na predstavitev poslovnih pogajanj, kakor tudi medkulturnih poslovnih pogajanj, ki so poglavitna za pisanje tega dela. Pridobili smo znanja o raznolikih tehnikah, taktikah, stilih in slogih, ki se dan danes uporabljajo pri medkulturnih pogajanjih. V empiričnem delu smo se lotili reševanja problema z strukturiranim intervjujem izbranega slovenskega podjetja, ki nam je bilo v pomoč pri ugotavljanju podobnosti in razlik v pogajalskih procesih Švice in Kitajske. Zraven tega smo na podlagi intervjuja izvedeli ali razumevanje medkulturnih razlik resnično pozitivno vpliva k dobrim poslovnim pogajanjem in kaj je temeljnega pomena za uspeh pri poslovnih pogajanjih. Po izvedbi intervjuja in vsesplošni analizi smo prišli do ugotovitve, da razumevanje medkulturnih razlik res vzpodbudno prispeva k dobrim poslovnim pogajanjem, kakor tudi, da je temeljnega pomena za uspeh pri poslovnih pogajanjih prav dobra priprava na le ta. Tako smo H1 in H2 potrdili, med tem ko smo H3 in H4 zavrnili, saj slovensko podjetje ni seznanjeno s pogajalskim procesom v Švici in na Kitajskem oz. vsaj ne dovolj.
Keywords:poslovna pogajanja, medkulturna poslovna pogajanja, primerjava, slovensko podjetje, Švica, Kitajska
Place of publishing:Maribor
Publisher:L. Steinmann
Year of publishing:2023
PID:20.500.12556/DKUM-85154 New window
UDC:005.57:316.72
COBISS.SI-ID:169827843 New window
Publication date in DKUM:25.10.2023
Views:160
Downloads:12
Metadata:XML RDF-CHPDL DC-XML DC-RDF
Categories:EPF
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Licences

License:CC BY-NC-ND 4.0, Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International
Link:http://creativecommons.org/licenses/by-nc-nd/4.0/
Description:The most restrictive Creative Commons license. This only allows people to download and share the work for no commercial gain and for no other purposes.
Licensing start date:21.08.2023

Secondary language

Language:English
Title:Cross-cultural business negotiations between a Slovenian company and companies in Switzerland and China
Abstract:The aim of the master's thesis is to use an interview of a Slovenian company to find out the essential similarities and differences of cross-cultural negotiations between Slovenians and negotiators from Switzerland and China, and to what extent the Slovenian company is familiar with the negotiation process in these two countries.In the introductory part, we defined the problem and tried to understand what it represents to us. In the theoretical part, we focused on the presentation of business negotiations as well as intercultural business negotiations, which are the main focus of this thesis. We have gained knowledge about the various techniques, tactics, styles and styles that are used today in intercultural negotiations.In the empirical part, we set out to solve the problem by conducting a structured interview with a selected Slovenian company to help us identify similarities and differences between negotiation in Switzerland and in China. In addition, we used the interview to find out whether understanding cross-cultural differences really contributes positively to good business negotiations and what is fundamental for success in business negotiations. After conducting the interview and throughout the overall analysis, we came to a conclusion that understanding intercultural differences is indeed a positive contributor to good business negotiations, as well as that good preparation for business negotiations is fundamental for success. Thus, we confirmed H1 and H2, while we rejected H3 and H4, as the Slovenian company is not familiar with the negotiation process in Switzerland and China, or at least not enough.
Keywords:business negotiations, cross-cultural business negotiations, comparison, slovenian company, Switzerland, China


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