20.500.12556/DKUM-18437 PROCES POGAJANJ V NABAVI (NA PRIMERU PODJETJA PREVENT GROUP D.O.O.) PROCESS OF NEGOTIATION IN PURCHASING (IN THE CASE OF PREVENT GROUP D.O.O.) Namen diplomskega dela je preučiti nabavo in še posebej nameniti pozornost strateški nabavi, ki je odgovorna predvsem za pogajanje. Pogajanja so kompleksen, zahteven proces, ki se ga moramo lotiti skrbno, da bi dosegli želene rezultate. V nabavi potekajo pogajanja predvsem z dobavitelji. Zaradi majhnosti Slovenije je velika verjetnost, da podjetja sodelujejo tudi z dobavitelji iz drugih državah. Prav pogajanja s tujimi kulturami so še posebej zahtevna in zahtevajo več priprav, saj je za doseganje dobrega rezultata potrebno poznati tudi kulturo in posebne lastnosti pogajalcev, s katerimi se pogajamo. V teoretičnem delu diplomskega dela sem opisal nabavo ter celotni nabavni proces. Tudi pogajanjem sem namenil poglavje v diplomskem delu, kjer sem opredelil značilnosti pogajanj ter opisal faze pogajalskega procesa. V teoretičnem delu sem se predvsem osredotočil na nabavni proces in pogajanja ter tako pridobil teoretično znanje, ki sem ga skušal potrditi v empiričnem delu diplomskega dela. Proces pogajanj v nabavi je zahteven proces, ki pa lahko prinese velike prihranke oziroma zmanjša stroške. Podjetja se tega vedno bolj zavedajo in veliko večjih podjetij že ima posebne oddelke v nabavi, ki so odgovorni predvsem za pogajanja z dobavitelji. Iz tega nabavnega oddelka so tudi moje intervjuvanke in sicer so zaposlene v strateški nabavi. Opravil sem intervju z zaposlenimi v strateški nabavi v podjetju Prevent Group. Namen intervjuja je bil spoznati, kako v praksi poteka proces pogajanj v nabavi. Prišel sem do veliko zanimivih odgovorov, ki sem jih v empiričnem delu diplomskega dela tudi analiziral. The aim of this diploma paper is to examine the purchase and particularly focus on the strategic purchase, which is responsible for negotiation. Negotiating is a complex and demanding process, which has to be tackled carefully to achieve the desired results. In purchases negotiations first of all take place with suppliers. Since Slovenia is a small country, there is a great possibility that the companies also collaborate with companies from other countries. Negotiations with foreign cultures are demanding and therefore need more preparation, since it demands a high level of knowledge about the culture and the special characteristics of its negotiators in order to achieve the wanted result. The theoretical part of this diploma describes the purchase as well as the purchasing process. I have also focused on negotiation, especially the main features of negotiation and described the phases of the negotiation process. In the theoretical part I have focused on the purchasing process and negotiation and gained the knowledge, which I have tried to confirm in the empirical part of this diploma paper. The negotiation process is a demanding process, which can bring savings as well as decrease costs. Companies are more and more aware of this fact that is why a lot of bigger companies have special sections for purchases, which are responsible for negotiations with the suppliers. My interviewees are employed in the purchase section and work in the strategic purchase. I have carried out interviews with the employees of the strategic purchase in the company Prevent Group. The aim of the interview was finding out, how the negotiation process takes place in practice. I gathered many interesting answers, which I have analyzed in the empirical part of the diploma paper. nabava faze nabavnega procesa pogajanja proces pogajanj medkulturna pogajanja purchasing purchasing process negotiation negotiation process intercultural negotiation true true false [A. Polanc] Slovenski jezik Angleški jezik Diplomsko delo 2011-05-10 18:42:23 2011-07-07 11:32:51 2022-04-13 10:44:11 2023-12-24 03:07:23 2011 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 658.7 10717468 URN:SI:UM:DK:E2PE95OT UNI_Polanc_Tadej_2011.pdf UNI_Polanc_Tadej_2011.pdf 1 87599B3EE382CF25CF1623A30B429E2B 20d3f8e638261a76954aa7af69bfdc5aeccd3e56ae59a28f7e2ae394908ce536 21277ede-7c05-11eb-bb7a-00155d0001ca 20.500.12556/dkum/0f9ce270-e17d-4b3c-89f7-02f015dec5bd https://dk.um.si/Dokument.php?lang=slv&id=22264 Ekonomsko-poslovna fakulteta 0 0 0