Primerjava poslovnih pogajanj v Sloveniji in na Japonskem s študijo primera

Gerold, Eva

| | SLO | ENG | Cookies and privacy

Bigger font | Smaller font

First page > Show document

Show document

Title:	Primerjava poslovnih pogajanj v Sloveniji in na Japonskem s študijo primera
Authors:	ID Gerold, Eva (Author) ID Završnik, Bruno (Mentor) More about this mentor...
Files:	MAG_Gerold_Eva_2023.pdf (1,73 MB) MD5: A01150E29BEE99FEFE8C45A6124F27F5
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Vsak izmed nas je že slišal za besedo pogajanja. Vendar se večina sploh ne zaveda, za kako zahteven proces gre. Veljajo za eno izmed najbolj zapletenih oblik komuniciranja, pri kateri sodelujeta vsaj dve ali več strani. Gre namreč za proces iskanja skupnih interesov, sporazumov in dogovorov, s katerimi bi vse vpletene strani od pogajanj imele čim večji izkupiček. S pogajanji smo se srečali prav vsi. Kot otroci, ko smo starše skušali prepričati, da nam dovolijo sladkarijo ali ko smo na tržnici barantali za ceno zelenjave. Pogajanja se torej dogajajo v zasebnem in tudi poslovnem življenju, kjer smo se lahko znašli v situaciji, ko smo želeli nadrejenega prepričati za višjo plačo. Vendar so pogajanja vse prej kot enostavna. Še posebej zapletena pa so pogajanja v medkulturnem okolju. Ko se srečamo s tujimi poslovneži, nas lahko presneti, kako različna kultura, navade in običaji vplivajo na obnašanje ljudi pri poslovanju. S poznavanjem le-teh se pri poslovanju lahko izognemo morebitnim neprijetnim situacijam in nesoglasjem. Najprej smo definirali, kaj so poslovna pogajanja ter kako potekajo. Pri tem smo predstavili faze pogajanj in kako poteka podpis sporazuma. Zanimalo nas je, kdo je poslovni pogajalec in kakšne so njegove lastnosti. Predstavili smo tudi različne pogajalske stile, taktike in strategije pogajanj, ki jih lahko uporabimo. V naslednjem poglavju smo opredeli poslovna pogajanja v medkulturnem okolju, pri čemer smo ugotovili, da ljudje v današnjem času vedno več potujejo in obiskujejo lokacije, ki so bolj oddaljene, kot smo bili navajeni v preteklosti. Prav zato so mednarodni posli postali nekaj vsakdanjega. Opredelimo jiih lahko na enak način kot pogajanja. Razlikujejo se le v tem, da so pri mednarodnih pogajanjih stranke različnih narodnosti. V drugem delu smo predstavili Japonsko, ki velja za precej drugačno. Ugotovili smo, da gre za otroško državo, z glavnim mestom Tokio. Predstavili smo navade, običaje in kulturo Japonske. Posebej smo se posvetili pogajanjem na Japonskem, kjer smo opredelili značilnosti pogajanj ter kako pri njih potekajo poslovni sestanki. Ugotovili smo, da so Japonci precej zaprti ljudje, ki ne marajo izkazovati svojih občutkov v javnosti. Zelo spoštujejo hierarhijo v podjetju in so zelo skupinsko usmerjeni. Njihove navade in običaji pri poslovanju pa so precej drugačni od evropskih, zato je pred poslovnimi srečanji z njimi pomembno, da jih dobro preučimo. Zanimalo nas je tudi, kakšen je položaj žensk na poslovnem področju, pri čemer smo ugotovili, da so še vedno precej manj cenjene kot moški. Da bi njihovo poslovanje še bolje preučili, smo v nadaljevanju opravili intervju s poslovnežem Simonom Kupljenom, ki je zaposlen pri podjetju Sandvik. Gre za visokotehnološko podjetje, ki izdeluje orodje in opremo za pomoč pri rudarjenju in infrastrukturah. Pri svojem delu pa poslujejo tudi z Japonci. V tretjem delu smo podrobneje predstavili Slovenijo. Prav tako smo opredeli njene osnovne značilnosti. Torej gre za evropsko državo z glavnim mestom v Ljubljani. Podrobneje smo spoznali navade, običaje in kulturo prebivalcev. Zanimalo nas je tudi poslovanje in pogajanja v Sloveniji. Zato smo tudi tukaj preučevali, kako potekajo začetni kontakti in sestanki, na kakšen način komunicirajo, kaj je ključnega pomena pri pogajanjih in kako se poslovanje po navadi zaključi. Ugotovili smo, da so slovenski poslovneži predvsem individualisti, da se na poslovna pogajanja po navadi ne pripravijo tako dobro, kot bi bilo potrebno. V poslih pa je opaziti vedno več žensk, tudi na vodilnih položajih. Zanimalo nas je, kako potekajo poslovna pogajanja med slovenskimi poslovneži. Zato smo se odločili za intervju z Jernejem Okrogelnikom, ki je vodja nabave in prodaje v podjetju Okrogelnik d.o.o. Gre za podjetje, ki se ukvarja s prodaja elektro in gradbenega materiala v poslovalnici v Radljah ob Dravi. Predstavil nam je, kako se v njihovem podjetju pogajajo z drugimi slovenskimi podjetji.
Keywords:	Mednarodno poslovanje, poslovna pogajanja, pogajalski proces, poslovni pogajalec, taktike pogajanj, Japonska, Slovenija, kultura.
Place of publishing:	Maribor
Publisher:	E. Gerold
Year of publishing:	2023
PID:	20.500.12556/DKUM-85521
UDC:	005.57
COBISS.SI-ID:	170097411
Publication date in DKUM:	26.10.2023
Views:	384
Downloads:	97
Metadata:
Categories:	EPF
:	Copy citation

Average score:	(0 votes)
Your score:	Voting is allowed only for logged in users.
Share:

Hover the mouse pointer over a document title to show the abstract or click on the title to get all document metadata.

Licences

License:	CC BY-ND 4.0, Creative Commons Attribution-NoDerivatives 4.0 International

Link:	http://creativecommons.org/licenses/by-nd/4.0/
Description:	Under the NoDerivatives Creative Commons license one can take a work released under this license and re-distribute it, but it cannot be shared with others in adapted form, and credit must be provided to the author.
Licensing start date:	06.09.2023

Secondary language

Language:	English
Title:	Comparison of business negotiations in Slovenia and Japan with a case study
Abstract:	Surely each one of us heard the word negotiation before. However, what most people do not realize is how demanding the process actually is. Business negotiations are one of the most complex forms of communication, involving at least two or more parties. It is a process of finding common interests, agreements, and arrangements, where all parties involved would maximize their profits. We have all experienced negotiations before. For example, when we were children and we tried to convince our parents to let us have candy or when we haggled for the price of vegetables at the market. Therefore, negotiations take place both in our private and business lives. We could also find ourselves in a situation, where we try to convince our superior for a higher salary. However, negotiations are far from easy; they are particularly complex in an intercultural environment. When we meet foreign businessmen, we may be surprised how different cultures, habits and customs affect people's behavior in business. By knowing them, we could avoid possible unpleasant situations and disagreements when negotiating. First we define what business negotiations are and how they are conducted. We presented the stages of negotiations and how agreements get signed. We were interested in who the business negotiators and their qualities are. Then we presented different styles, tactics and negotiation strategies that can be used. Next we define business negotiations in an intercultural environment. We found that people nowadays travel more and more and visit locations much farther away than we were used to in the past. This is why international business and negotiation are something completely casual today. We can define them in the same way. The only difference is that in international negotiations the parties are of different nationalities. The second part focuses on the presentation of Japan, where we found that it is an island country, capital of which is Tokyo. Then we focused on the habits and customs of Japanese and their culture. Lastly, we paid special attention to the negotiations in Japan. We defined their key characteristics of negotiations and how they hold business meetings. We found that the Japanese are quite closed and showing feelings in public is frowned upon. They also have great respect for hierarchy within companies and are considered a very team-oriented culture. However, their business habits and customs are quite different from European ones, so it is important to study them well before business meetings. We were also interested in the position of women in the business field, and we found that they are still much less valued than men. In order to study their business even better, we conducted an interview with businessman Simon Kupljen, who works in the company Sandvik; a high-tech company that makes tools and equipment to help with mining and infrastructures. They also do business with the Japanese, so we asked him about it. In the third part, we presented the Republic of Slovenia in more detail. We also defined the country’s basic characteristics. Slovenia is a European country with the capital city of Ljubljana. We explored habits, customs, and culture of the inhabitants in more detail. In the following, we were also interested in business and negotiations in Slovenia. Which is why, in the same way as with Japan, we studied how initial contacts, meetings and communication take place, what is of key importance in negotiations and how business is usually concluded. We found that Slovenian businessmen are primarily individualists who are usually not prepared as well as they should be for business negotiations. There are also more women in business, even in leading positions. We were also interested in how business negotiations between Slovenian businessmen take place, so we decided to interview Jernej Okrogelnik, who works in the company Okrogelnik, d.o.o.. He told us how their company negotiates with other Slovenian companies.
Keywords:	Internacional business, business negotiations, negotiation process, business negotiator, negotiation tactics, Japan, Slovenia, culture.

Comments

Leave comment

You must log in to leave a comment.

Comments (0)

0 - 0 / 0

There are no comments!

Back