diplomsko delo
Sonja Lampreht (Author), Sonja Treven (Mentor)

Abstract

Podjetja se zaradi vedno večjega trženja in prisotnosti pogajanja na mednarodnem trgu čedalje bolj pogosto srečujejo s posamezniki iz različnih kultur. Z naraščanjem medkulturnih stikov se povečuje tudi število in pomembnost medkulturnih pogajanj. Tako je pogajalec danes izpostavljen vedno večji kulturni raznolikosti. Zato je za medkulturnega pogajalca danes toliko večjega pomena poznavanje različnih kultur, s katerimi se lahko sreča v medkulturnih pogajanjih. V diplomskem delu želimo prikazati, kakšen pomen ima kultura v medkulturnih pogajanjih, ki predstavljajo za pogajalce mnogo večji izziv kot pogajanja na monokulturnem nivoju, saj pogajalski strani ne delita istih vrednot, norm, občutij in vedenja ter načinov mišljenja. Predstavili smo opredelitev kulture, njene sestavine in značilnosti ter različne pristope pri preučevanju kulture, medkulturna poslovna pogajanja, proces pogajanj, različne pogajalske strategije in taktike, ter prikazali različne pogajalske sloge in navedli, na kaj naj bi bili pogajalci, ki se pogajajo s predstavniki drugih pogajalskih slogov, pozorni.

Keywords

kultura;medkulturna komunikacija;poslovna pogajanja;medkulturna pogajanja;pogajalske strategije;pogajalske taktike;pogajalski stili;

Data

Language: Slovenian
Year of publishing:
Typology: 2.11 - Undergraduate Thesis
Organization: UM EPF - Faculty of Economics and Business
Publisher: [S. Lampreht]
UDC: 005.574:316.72(043.2)
COBISS: 12427548 Link will open in a new window
Views: 1339
Downloads: 144
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Other data

Secondary language: English
Secondary title: ǂThe ǂimpact of culture on international negotiations
Secondary abstract: Due to increased marketing and negotiations on the international market, companies often meet with individuals from different cultures. With increasing intercultural contacts the number and importance of intercultural negotiations is also increased. Thus, the negotiator is today exposed to a growing cultural diversity. Therefore the knowledge of different cultures, which he can encounter in intercultural negotiations is today of a much greater importance for the intercultural negotiator. In the thesis we wish to show the importance of culture in intercultural negotiations, which represent much greater challenge for the negotiators than negotiations on mono-cultural level, since the negotiating parties do not share the same values, norms, feelings and behaviors and ways of thinking. We will present the definition of culture, its components and characteristics as well as different approaches to the study of culture, intercultural business negotiations, the negotiation process, different negotiating strategies and tactics, and show different negotiating styles as well as indicate what the negotiators who negotiate with representatives of other negotiating styles should pay attention to.
Secondary keywords: culture;approaches to the study of culture;intercultural business negotiations;negotiating strategies;negotiating tactics;negotiating styles.;
URN: URN:SI:UM:
Type (COBISS): Undergraduate thesis
Thesis comment: Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages: III, 40 str.
ID: 9137726