Poslovna pogajanja podjetja ACROR WSM, d.o.o., z belgijskimi partnerji

magistrsko delo

Jasna Čeh (Author), Bruno Završnik (Mentor)

Abstract

Že od otroštva želimo ves čas nekaj doseči – seveda v svojo korist. Pri tem pa pogosto naletimo na določene ovire oziroma težave, s katerimi moramo pravilno ravnati, če želimo želeno doseči. Torej, najpogosteje je potrebna učinkovita komunikacija, poznati je treba vsaj približen karakter oziroma osebnostne lastnosti osebe, ki jo želimo prepričati, kar pa nam pomaga pri oblikovanju taktike, ki jo dokončno izberemo za čim lažjo zadovoljitev svojih potreb. Temu pravimo pogajanja. V poslovnih pogajanjih velja popolnoma enako. Ker pa večina podjetij sodeluje zunaj državnih meja, moramo dodati še poznavanje pogajalčeve kulture in jezika, da ne bi po nepotrebnem prišlo do nesoglasij že na samem začetku. Zavedati se je treba, da si v omenjenih pogajanjih želi vsak maksimirati svoje želje, zato je najugodnejša rešitev pristop po načinu win – win, s katerim pridobimo tako mi, kakor naš poslovni partner. Pozneje ne izsiljujemo in ne skušamo spreminjati dogovorjenega, zaradi česar bi lahko ogrozili dolgoročno partnerstvo, čemur pa bi sledila izguba koristi na obeh straneh.

Keywords

poslovna pogajanja;medkulturna pogajanja;poslovna etika;poslovno komuniciranje;pogajalske taktike;pogajalski stili;

Data

Language:	Slovenian
Year of publishing:	2017
Typology:	2.09 - Master's Thesis
Organization:	UM EPF - Faculty of Economics and Business
Publisher:	[J. Čeh]
UDC:	005.57(043.2)
COBISS:	12827932
Views:	841
Downloads:	103
Average score:	0 (0 votes)
Metadata:

Other data

Secondary language:	English
Secondary title:	Business negotiations of ACROR WSM, d.o.o., with Belgian partners
Secondary abstract:	All our life, ever since childhood, we want to achieve something - of course, in our own favour. In doing so, we often encounter certain obstacles or problems that we need to deal with properly in order to achieve the desired goal. So, it mostly requires effective communication, getting to know, at least approximately, the character or personality traits of the person we want to convince, which can help us design the tactics we will finally choose to satisfy our needs in the easiest way. It is called the negotiation. The same applies to business negotiations. However, since a lot of companies operate internationally, we must also have some knowledge of the negotiator's culture and the language itself, to avoid unnecessary disagreements from the very beginning. We must be aware of the fact that in negotiations each party wants to maximize its wishes, therefore the most advantageous solution is the win-win approach, which gives an opportunity to come to a mutually beneficial result. Later, we should neither blackmail nor try to change what we have agreed upon, otherwise, we could endanger the long-term partnership, resulting in the loss of benefits on both sides.
Secondary keywords:	international business negotiations;Belgian partners;cultural factors;ethics and ethical dilemmas;business communication;negotiation tactics and negotiation styles;
URN:	URN:SI:UM:
Type (COBISS):	Master's thesis/paper
Thesis comment:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages:	II, 66 str.
ID:	10860587