20.500.12556/DKUM-19488 VPLIV KULTURE NA MEDNARODNA POGAJANJA IMPACT OF CULTURE ON INTERNATIONAL NEGOTIATIONS V diplomskem seminarju smo opredelili kulturo in navedli kulturne dejavnike: jezik, religija, vrednote, prepričanja, vedenje, navade, izobrazba ter socialni sistem na katere morajo biti mednarodni pogajalci oziroma poslovneži pozorni, ko raziskujejo tujo kulturo. Omenili smo tudi dve proučitvi nacionalnih kulturnih razlik po Hofstedu in Trompenaarju. Seveda je raziskovanje tuje kulture pomembno, saj se drugače lahko poslovna pogajanja končajo neuspešno. Prav tako smo opredelili, kaj pravzaprav so mednarodna pogajanja ter navedli nekatere modele. Pokazali pa smo tudi, kakšen je proces pogajanj ter s tem pokazali, da ne gre samo za prepričevanje drug drugega, temveč gre za veliko bolj natančno načrtovanje. Pomembno pa je, da si pri vsakih pogajanjih zadanemo določene cilje, katere želimo z našimi strategijami doseči. Kulturne razlike so zelo pomembne pri pogajanjih, zaradi česar jih je potrebno preučiti, ko se pogajamo s tujo državo. Dejstvo je, da se brez dobre analize in preučitve tuje kulture ne moremo uspešno pogajati. Analizirali smo kulturo in pogajalski slog ZDA, Japonske in Nemčije ter z uporabo Hofstedejeve analize prikazali njihove temeljne razlike. In the diploma seminar we defined the culture and stated cultural factors: language, religion, values, beliefs, behaviors, habits, education and social system on which must international negotiators and businessmen be focused on, when they are exploring a foreign culture. We have also mentioned two studys of national cultural differences by Hofsted and Trompenaar. Of course it is important to explore a foreign culture, because otherwise business negotiations can end unsuccessful. We have defined what actually international negotiations are and indicated some of its models. However we have also shown the process of negotiations, thereby showing that it is not only persuading each other, but it is a much more detailed planning. It is important that in every negotiation that we set specific goals, which we want to achieve with our strategies. Cultural differences are very important in negotiations, making it necessary to research them when negotiating with a foreign country. Fact is, that without a good analysis and examination of a foreign culture we can't negotiate successfully. We have analyzed the culture and negotiating style of USA, Japan and Germany, and by using Hofsteds analysis, demonstrated their fundamental differences. Ključne besede: kultura kulturni dejavniki dimenzije kulture mednarodna pogajanja proces pogajanj medkulturna pogajanja ZDA Japonska Nemčija culture cultural factors the dimensions of culture international negotiations the negotiation process intercultural negotiations USA. Japan Germany true true false [G. Gomilšek] Slovenski jezik Angleški jezik Delo diplomskega seminarja/zaključno seminarsko delo/naloga 2011-07-21 12:28:45 2011-11-10 09:23:20 2022-04-13 15:25:23 2023-12-25 03:20:15 2011 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.5 10820380 URN:SI:UM:DK:ZX5QUZHT UNI_Gomilsek_Grega_2011.pdf UNI_Gomilsek_Grega_2011.pdf 1 C0CBE87F8A0B2120B94F742B71017E54 bc29dbb34380845d03313e545760987a0f6504fc7452b5f470c1f19bed9747a4 63baa08b-7c05-11eb-bb7a-00155d0001ca 20.500.12556/dkum/ae135e95-9d00-408b-9caf-df42276e4ad2 https://dk.um.si/Dokument.php?lang=slv&id=23596 Ekonomsko-poslovna fakulteta 0 0 0