diplomski projekt
Vanja Borko (Author), Simona Šarotar Žižek (Mentor)

Abstract

Vse več podjetij posluje na mednarodnih trgih, kjer se srečujejo s tujimi kulturami. Vzpostavitev poslovnega odnosa v tuji državi zahteva prilagojeno komunikacijo. Pogajanje je vrsta poslovne komunikacije, s katero želimo doseči dogovor. V diplomskem projektu smo ponazorili vpliv kulturnih razlik na odvijanje pogajanj. Projekt je razdeljen na pet poglavij. V uvodu predstavljamo glavni problem pogajanj, ki je nezadostna priprava na pogajanje in nerazumevanje medkulturnih razlik. Naslednje poglavje je teoretično in vključuje faze procesa pogajanja, razlike med verbalno in neverbalno komunikacijo in pogoste pogajalske taktike in strategije. V tretjem poglavju se posebej osredotočamo na analiziranje kulture s poudarkom na pričakovanjih, prepričanjih in vrednotah pogajalcev. Četrto poglavje povezuje spoznanja pogajanj in internacionalne kulture na praktičnih primerih pogajalcev različnih kultur. Cilj diplomskega projekta je raziskava vpliva nacionalne kulture na odvijanje pogajanj. Spoznali smo, da se pristop in obnašanje pogajalcev različnih kultur zelo razlikuje, kar predstavlja ovire pri doseganju sporazuma. Vsi pogajalci ne pristopijo k pogajanjem v sodelovalnem duhu in željo po ohranitvi odnosov. V zaključku diplomskega projekta so navedene pomembne sklepne ugotovitve, še posebej poudarjen je pomen priprave in poznavanje kulturnih razlik.

Keywords

pogajanje;kulturne razlike;narodnosti;pogajalske strategije;pogajalske taktike;komunikacija;

Data

Language: Slovenian
Year of publishing:
Typology: 2.11 - Undergraduate Thesis
Organization: UM EPF - Faculty of Economics and Business
Publisher: [V. Borko]
UDC: 005.574:316.722
COBISS: 11806748 Link will open in a new window
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Downloads: 162
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Other data

Secondary language: English
Secondary title: ǂThe ǂinfluence of national culture on the reeling of negotiations
Secondary abstract: The number of companies working at international markets is increasing. Global negotiators need to get familiar with different cultures and establish personalized communication. In this project we present influence of cultural differences on the reeling of negotiations. The project is divided into five chapters. In the introduction, we present the main problem of the negotiations, which is insufficient preparation for the negotiation and the misunderstanding of cross-cultural differences. The following chapter is theoretical and includes the negotiation stage of the process, verbal and non-verbal communication differences and common negotiating tactics and strategies. In the third chapter we focus on the analysis of the culture, with an emphasis on the expectations, beliefs and values of the negotiators. The fourth chapter connects the lessons of the negotiations and international culture on practical cases of the negotiators from different cultures. The goal of the project is to investigate the impact of the national culture on reeling in the negotiations. We recognize that the approach and the behavior of the cross-cultural negotiators is very different and represent obstacles in reaching agreement. All the negotiators don't approach to the negotiations in a collaborative spirit and a desire to maintain the relationship. In the end of project are stated important conclusions, particularly the importance of preparation and knowledge of the cultural differences.
Secondary keywords: negotiation;national culture;communication;approach to negotiation;negotiating tactics and strategies;cultural differences.;
URN: URN:SI:UM:
Type (COBISS): Final seminar paper
Thesis comment: Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages: [51] str.
ID: 8729764