20.500.12556/DKUM-11205 VPLIV KULTURNIH DEJAVNIKOV NA POSLOVNA POGAJANJA Z JAPONCI: PRIMER PODJETJA THE INFLUENCE OF CULTURAL FACTORS ON BUSINESS NEGOTIATIONS WITH THE JAPANESE: THE CASE OF THE COMPANY VIVA LA MUSICA AUGUSTIN Z globalizacijo in težnjo po uspešnem mednarodnem poslovanju se je pojavila nuja po soočenju s tujimi kulturami. Ljudi iz določene kulture povezujejo skupne vrednote, prepričanja, jezik, veroizpoved, zato zahteva poslovanje na tujem trgu skrbno proučevanje vseh temeljnih dejavnikov te kulture. V pomoč pri proučevanju medkulturnih razlik in kulturnih značilnosti določene države so nam na voljo različni modeli pomembnejših avtorjev: Hofstedeja, Trompenaarsa, Kluckhohna in Strodtbecka. Pri mednarodnih pogajanjih prihaja poleg trenj različnih interesov tudi do medosebnega kontakta predstavnikov različnih kultur. Kulturno neustrezen odziv mednarodnega tržnika — pogajalca oz. pogajalke lahko privede do napačnega razumevanja sporočil nasprotne strani, vpliva na proces pogajanj ter končno vodi do neuspešnih rezultatov. Uspešen mednarodni pogajalec je torej tisti, ki se zaveda obstoja različnosti, se zmore otresti predsodkov in stereotipov, zna prepoznati in upoštevati medkulturne razlike ter razvija svoje veščine. Japonska je znana po svoji specifični kulturi in drugačnem načinu življenja ljudi: harmonija, potrpežljivost, poštenost in vljudnost Japoncev, njihov skupinski pristop, čustvena zadržanost, posrednost, uradno vedenje, izogibanje tveganju, težnja k zaupanju in dolgoročnim relacijam — poznavanje in spoštovanje vseh teh dejavnikov ter iz njih izhajajočega značilnega pogajalskega sloga nam lahko v veliki meri olajša pogajanja z Japonci ter vodi v ohranjanje pristnih poslovnih odnosov. The necessity for facing with foreign cultures appeared with globalization and the striving after successful inernational business operations. Members of any culture are associated among others with common values, beliefs, language, and faith. Here lies the reason that any business operations in foreign markets deserve careful consideration of all basic characteristics of the culture in question. There already exist different successful models of distinguished authors like Hofstede, Trompenaars, Kluckhohn, and Strodtbeck to help us with researching intercultural differences and the cultural characteristics of a particular country. International negotations witness not only conflicts of interests but also contacts between representatives from different cultures. Culturally inadequate response of an international businessman or business woman – negotiator may bring to an undesirable decoding by the foreign business partner, may influence the negotiation process and finally leads to unfavourable results. A successful international negotiator is therefore aware of the existence of differences between cultures, has an ability of eliminating his or her prejudice and stereotypes, is capable of recognizing and taking into account differences between cultures and develops his or her own skills. Japan is known for its specific culture and way of life: harmony, patience, honesty, and politeness of the Japanese, their group approach, emotional restraint, indirectness, formal behaviour, avoiding risk, their gravitation towards confidence and long-term relations. Knowing and taking into account all the factors, the characteristic negotiating style makes negotiations with the Japanese much smother and leads to the cultivation of good business relations. kultura kulturni dejavniki modeli za preučevanje kulturnih razlik mednarodna poslovna pogajanja medkulturni pogajalec obvladovanje kulturnih razlik Japonska japonski pogajalski slog. culture cultural factors models for researching cultural differences international business negotiations international negotiator managing cultural differences Japan Japanese negotiating style. true true false [A. Kadilnik] Slovenski jezik Angleški jezik Diplomsko delo 2009-07-16 21:45:37 2009-11-05 12:20:29 2022-04-11 23:36:58 2022-04-17 03:35:32 2009 0 Celje 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 316.7 9994524 URN:SI:UM:DK:KLZS7HC8 VS_Kadilnik_Ana_2009.pdf VS_Kadilnik_Ana_2009.pdf 1 C6DB963A9FA270EC97C513E131E1C308 e30584d8f59f697b10bd331f489fb63f6af2fa1f0a03ef3e4d701992a052438c 0e28060e-7c03-11eb-bb7a-00155d0001ca 20.500.12556/dkum/193aed19-bceb-45f9-8e70-ac41c8c5adcc https://dk.um.si/Dokument.php?lang=slv&id=9853 Ekonomsko-poslovna fakulteta 0 0 0