Pogajanja med različnimi kulturami

diplomsko delo

Antonija Tadić (Author), Bruno Završnik (Mentor)

Abstract

V diplomskem delu smo prikazali značilnosti pogajanj med različnimi kulturami. Komunikacijske sposobnosti pogajalca morajo biti dobro razvite, če se želi uspešno pogajati. V procesu medkulturnih pogajanj moramo veliko pozornosti nameniti pripravi, ki zajema določitev ciljev, zbiranje informacij, izbiro strategije in ostale pomembne elemente. Med proučevanjem mednarodnih pogajanj smo ugotovili, kako zelo pomembno je poznavanje drugih kultur in njenih pomembnejših značilnosti. Mednarodni pogajalec se mora zavedati kulturnih razlik in se naučiti določenih značilnosti kulture nasprotne strani. Biti mora pripravljen, prilagodljiv, zgraditi mora dobre medsebojne odnose, ne sme se preveč zanašati na stereotipe, znati mora poslušati in razumeti nasprotno stran. Le tako bo njegov uspeh v mednarodnih pogajanjih zagotovljen. V zadnjem delu smo navedli poglavitne značilnosti pogajalcev iz različnih kultur. To znanje utegne poslovnežem, ki imajo opravka z drugimi kulturami, zelo koristiti.

Keywords

poslovno komuniciranje;poslovna pogajanja;medkulturna pogajanja;medkulturne razlike;pogajalske strategije;pogajalci;

Data

Language:	Slovenian
Year of publishing:	2016
Typology:	2.11 - Undergraduate Thesis
Organization:	UM EPF - Faculty of Economics and Business
Publisher:	[A. Tadić]
UDC:	005.57:316.72(043.2)
COBISS:	12302108
Views:	891
Downloads:	127
Average score:	0 (0 votes)
Metadata:

Other data

Secondary language:	English
Secondary title:	Negotiations between different cultures
Secondary abstract:	In this diploma paper we showed the characteristics of negotiations between different cultures. Communication skills as a negotiator must be well-developed, if they want to successfully negotiate. In the process of cross-cultural negotiations, we need a lot of attention to the preparation, which includes the setting of objectives, information gathering, selecting strategies and other important elements. During the examination of the international negotiations, we established the importance of having knowledge of other cultures and its main features. International negotiator should be aware of cultural differences and has to learn certain characteristic of the culture of the other side. He must be prepared, flexible, must to build good relationships, not overly rely on stereotypes, able to listen and understand the opposite side. Only then his success in international negotiations will be guaranteed. In the last section we have listed the main features of the negotiators from different cultures. This knowledge can be useful to the businessmen, who have to deal with other cultures.
Secondary keywords:	business communication;negotiation process;cultural differences;international negotiations;negotiation methods;negotiators;
URN:	URN:SI:UM:
Type (COBISS):	Undergraduate thesis
Thesis comment:	Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages:	II, 34 str.
ID:	9128202