magistrsko delo
Stojana Mirst (Author), Bruno Završnik (Mentor)

Abstract

Pogajanje je del vsakdana vsakega posameznika. Komunikacija med ljudmi je dvosmerna in je namenjena doseganju dogovora. Pogajalska znanja in veščine črpamo iz mnogih področij znanosti in življenja. Po celem svetu se ljudje učijo in urijo v pogajalskih veščinah. Poslovna pogajanja so s procesom globalizacije svetovnega gospodarstva postala stičišče zelo različnih gospodarskih okolij kot tudi učni poligon raznolikih kultur. V magistrski nalogi smo opredelili posebnosti poslovnih pogajanj, proces pogajanj in pogajalske taktike. Poseben poudarek je bil na mednarodnih poslovnih pogajanjih in pomenu kulturnih razlik v mednarodnem poslovnem okolju. Analizirali smo pogajalske izkušnje slovenskih pogajalcev s pogajalci na trgih nekdanje Jugoslavije. Pod drobnogledom so bile nekatere izbrane države s tega področja, njihovo zgodovinsko, politično in gospodarsko ozadje, posvetili smo se tudi njihovim poslovnim običajem. Predstavili smo ugotovitve slovenskega podjetja, ki ima dolgoletne izkušnje s pogajanji na trgih nekdanje Jugoslavije. Na podlagi njihovih pridobljenih znanj smo predlagali priporočljiv proces, strategije, stil in vedenje pri pogajanjih na poslovnih trgih, ki so predmet proučevanja.

Keywords

poslovno komuniciranje;poslovna pogajanja;kulturne razlike;medkulturna komunikacija;medkulturna pogajanja;

Data

Language: Slovenian
Year of publishing:
Typology: 2.09 - Master's Thesis
Organization: UM EPF - Faculty of Economics and Business
Publisher: [S. Mirst]
UDC: 005.57:316.72(043.2)
COBISS: 12540956 Link will open in a new window
Views: 655
Downloads: 42
Average score: 0 (0 votes)
Metadata: JSON JSON-RDF JSON-LD TURTLE N-TRIPLES XML RDFA MICRODATA DC-XML DC-RDF RDF

Other data

Secondary language: English
Secondary title: Business negotiations in the markets of the former Yugoslavia
Secondary abstract: People enter into negotiations on an everyday basis. The two-way communication between people serves the purpose of reaching agreements. Negotiation knowledge and skills come from various scientific fields as well as from different parts of our lives. People from all over the world are developing and training negotiation skills. In the process of the globalization of the world economy, business negotiations have turned into a crossroads of various economic environments as well as into a place where cultural interactions take place. In this master’s thesis, the special characteristics of business negotiation, the negotiation process as such and negotiating techniques were defined. A special emphasis was laid on international business negotiations and on the meaning of cultural differences in international business environments. The negotiating skills of Slovene negotiators were compared with those of negotiators working on the markets of the former Yugoslavia. A close examination of selected countries form this region was conducted, including their history, political and economic background as well as business traditions. The findings of a Slovene company with years of experience in negotiations on the markets of the former Yugoslavia were presented. On the basis of their acquired skills, we recommended a process, the strategies, a style and behaviour for negotiation in the business markets included in the analysis.
Secondary keywords: Business negotiations;international business negotiations;cultural differences;negotiator;negotiating experiences;
URN: URN:SI:UM:
Type (COBISS): Master's thesis/paper
Embargo end date (OpenAIRE): 2019-07-31
Thesis comment: Univ. v Mariboru, Ekonomsko-poslovna fak.
Pages: III, 62 str., 5 str. pril.
ID: 9151170