Mednarodna pogajanja v podjetju Engrotuš d. o. o.

magistrsko delo

Rebecca Trobas (Author), Simona Šarotar Žižek (Mentor), Vesna Čančer (Co-mentor)

Abstract

V magistrskem delu smo se osredotočili na opis in proces poslovnih pogajanj, na mednarodna poslovna pogajanja, kulturo ter njen vpliv na mednarodna poslovna pogajanja. Primerjali smo slovensko poslovno kulturo s kitajsko poslovno kulturo in opisali pogajanja na Kitajskem. Na podlagi preučene literature domačih in tujih virov smo se odločili, da prek intervjujev s pogajalci v podjetju ENGROTUŠ D. O. O. izvemo, kako se oni pogajajo na Kitajskem. Zanimalo nas je, kako potekajo mednarodna poslovna pogajanja, kakšen je praktično proces pogajanja, kako se nanj sploh pripravijo in kakšne so njihove pogajalske taktike ter slogi. Prek intervjujev, ki smo jih izvedli s pogajalci v podjetju ENGROTUŠ D. O. O., in z literaturo smo nato izpostavili dobre in slabe pogajalske sloge in taktike ter ponudili rešitve, kako bi lahko omenjeno podjetje svoja poslovna pogajanja še izboljšalo. Prav tako smo poskušali najti zanimive in ustvarjalne rešitve, kako izboljšati njihove pogajalske sloge. Rezultati v empiričnem delu magistrske naloge so pokazali, da intervjuvani slovenski pogajalci, zaposleni v podjetju ENGROTUŠ D. O. O., zelo dobro poznajo kitajsko mednarodno kulturo. Zelo dobro poznajo tudi proces pogajanj, ki ga spretno prilagajajo kitajski kulturi. Strategije, ki smo jih poiskali v literaturi in ki jih avtorji navajajo kot primerne za kitajsko pogajalsko kulturo, intervjuvani pogajalci le delno uporabljajo. Tudi pri pogajalskih taktikah se intervjuvani slovenski pogajalci ne držijo določenih smernic. Uporabljajo namreč premalo pogajalskih taktik, ki jih avtorji označujejo za uspešne na Kitajskem. Priporočila, ki smo jih dali podjetju, so tedenske videokonference, na katerih bi se pogajalci in delavci, ki skrbijo za mednarodne stike in delo, pogovarjali, izmenjali mnenja in ponudili pogajalcem pomoč. Predlagamo tudi učenje slovenskih pogajalcev strategij in tehnik za lažje in uspešnejše delo pri pogajanjih s kitajskimi poslovneži.

Keywords

poslovna pogajanja;mednarodna pogajanja;medkulturna pogajanja;medkulturna komunikacija;pogajalski stili;pogajalske tehnike;

Data

Language:	Slovenian
Year of publishing:	2021
Typology:	2.09 - Master's Thesis
Organization:	UM EPF - Faculty of Economics and Business
Publisher:	[R. Trobas]
UDC:	005.57:316.72
COBISS:	59564035
Views:	454
Downloads:	92
Average score:	0 (0 votes)
Metadata:

Other data

Secondary language:	English
Secondary title:	International negotiations in Engrotuš d. o. o.
Secondary abstract:	This master's thesis is focused on the description of business processes, international business negotiations, culture and its influence on international business negotiations. Slovenian business culture is compared to Chinese business culture, and the negotiation tactics in China are also described. Based on the literature from domestic and foreign sources, we decided to use the interview method to find out how the negotiators in ENGROTUŠ D. O. O. negotiate in China, how the international business negotiations are carried out, how do employees prepare for the negotiations, and what their negotiation tactics and style are like. With the conducted interviews made with the negotiators from ENGROTUŠ D. O. O. and with the researched literature, good and bad negotiation styles are highlighted, and solutions on how the business negotiations could be improved are offered. We also tried to find creative and interesting solutions for improving the company’s negotiation styles. The results in the empirical part of the master's thesis showed that the Slovenian negotiators, who are employed in ENGROTUŠ D. O. O., know Chinese international culture very well. They are also very familiar with the negotiation process, which they are also adjusting to Chinese culture. The strategies that were found in literature and are cited by the authors as suitable for Chinese negotiation culture are only partially used by the interviewed negotiators. The interviewed Slovenian negotiators do not follow particular guidelines that are stated by the authors. They do not use enough negotiation tactics, which authors label as successful in China. The recommendations that we gave to the company are weekly video conferences at which the negotiators and workers that take care of the international relations and work would talk, exchange opinions, and offer help to the negotiators. We also recommend to the Slovenian negotiators to study the strategies and techniques for easier and more successful work at negotiating with Chinese businessmen.
Secondary keywords:	ENGROTUŠ D.O.O;Business negotiations;International business negotiations;Negotiation styles and tactics;
Type (COBISS):	Master's thesis/paper
Thesis comment:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages:	II, 62 str.
ID:	11961448