20.500.12556/DKUM-36761 POSLOVNO POGAJANJE V GLOBALNEM OKOLJU BUSINESS COMMUNICATION IN GLOBAL ENVIRONMENT Beseda pogajanje opisuje postopek razgovorov med dvema ali več strankami z namenom priti do dogovora, ki je sprejemljiv za obe strani. Ta proces je dovolj kompliciran tudi, ko gre za ljudi iz enakega kulturnega okolja, če pa gre za mednarodna pogajanja, postanejo pogovori še bolj kompleksni zaradi razlik v življenjskih slogih, pričakovanjih, jeziku, kulturnih vrednotah, formalnih procedurah itn. Cilj diplomskega dela je skozi konkreten primer Hörmann podružnice s sedežem v Dubaju prikazati vpliv kulture na pogajanje. Tim te podružnice je sestavljen iz tujcev, ki imajo nalogo pokrivanja tržišča Bližnjega vzhoda. Pogoste, včasih celo tudi drastične razlike med pogajalskima strankama se opazijo v skoraj vseh segmentih in predstavljajo velik izziv. To tržišče je zares specifično, pogajanja pa se v precejšnji meri razlikujejo v odnosu do drugih delov sveta, prav tako je njihova pomembnost zelo velika. Bližnji vhod predstavlja danes enega najbolj perspektivnih trgov, nastopati na tem trgu pa ni niti najmanj lahkotno. V teoretičnem delu so predstavljena izbrana ishodišča za obravnavo problema diplomskega dela. Na podlagi teoretično zastavljenih okvirjev raziskovanja in analize literature so zastavljene hipoteze in anketni vprašalnik. Izvedena je tudi empirična raziskava. Na temelju statistične obdelave pridobijenih rezultatov smo ugotovili da je globalizacija imela vpliv na poslovna pogajanja v državah Bližnjega vzhoda, veliko število tujih podjetij, s samim tem tudi raznolika delovna sila so pripeljali do tega. Čeprav še vedno obstajajo nekatere nacionalne karakteristike, ki na neki način vplivajo na pogajanja v teh državah, le-te danes niso tako drastične. Neformalna komunikacija je pomembna za izid pogajanja, to vsekakor lahko povežemo tudi s prijateljskimi odnosi, ki temeljijo na medsebojnem zaupanju. Rezultati nam govorijo, da ne obstaja spolna diskriminacija, čeprav je število ženskih pogajalcev, ki so sodelovale v tej raziskavi, bilo zelo majhno v primerjavi z moško populacijo. Neverbalna komunikacija in stil oblačenja prav tako nimata vpliva na izid pogajanj, toda v večini podjetij je „dress code” predpisan. Še vedno je pri manjšem številu pogajalcev „dana beseda” veliko bolj pomembna od pogodbe, toda glede na veliko število tujih podjetij se tudi to spreminja. Ob pripravi za pogajanje se je pomembno izogniti napačni predpostavki, da pripadniki drugih kultur dojemajo, razmišljajo in presojajo na enak način. The word negotiation describes the process of discussing between two or more parties with the aim to achieve an agreement, which is acceptable to both of them. This process is even complicated enough when it comes to people from the same cultural environment. Considering international negotiations it becomes significantly more complex due to differences in lifestyles, expectations, language, cultural values, formal procedures etc.. The goal of this diploma thesis is to show the culture’s influence on negotiations through a concrete example of the Hörmann branch office in Dubai. This branch office is composed of foreigners who have the task to cover the markets in the Middle East. Differences, even drastic ones, are observed between the negotiating parties in almost all negotiation’s segments and represent a large challenge. This market is really particular, since the negotiations are distinguishing themselves compared to other regions of the world. Today Middle East is one of the most promising markets of the world and establishing business here is not easy at all. In the theoretical part selected sources are presented to solve the problems the thesis is dealing with. Based on the theoretical framework of research and analysis of the literature, the hypotheses and the survey questionnaire were set up. Also an empirical research was carried out. Based on statistical analysis of the gained results, we found out that the globalization has an impact on business negotiations in the Middle East. A large number of foreign companies, with a very diverse work force have led to this. Although there are still some national characteristics, which in some way affect the negotiations in these countries, it is not so drastic nowadays. An informal communication is significant for the outcome of the negotiation. This certainly can be led back to amicable relationships, which are based on mutual trust. The results indicate that there is no gender discrimination, although the number of the female respondents, who have participated in this survey was very small in comparison to the male population. A nonverbal communication and the clothing style have no effect on the outcome of the negotiations, but in most of the companies a "dress code" is prescribed. There is still a small number of business partners to who the verbal agreement is more important than the written one. Nevertheless this trend is changing considering the large number of foreign companies. By preparing the negotiation it is important to avoid the false assumption that members of other cultures perceive, think and judge in the same way. Globalizacija Kultura Mednarodno pogajanje Globalization Culture International negotiations true true false Slovenski jezik Angleški jezik Diplomsko delo 2012-06-26 16:11:44 2012-08-01 08:43:46 2022-04-21 14:27:08 2024-01-01 03:28:00 2012 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 7032339 URN:SI:UM:DK:ZS5X9AU6 UNI_Nedeljkovic_Ana_2012.pdf UNI_Nedeljkovic_Ana_2012.pdf 1 09522932279D3ED8A99460B3E848F438 42fccf7ce359f83e3626bbc4f4f6920b65a1480f131607e9a4c0cc53d6c7b29b 1fe04040-7c08-11eb-bb7a-00155d0001ca 20.500.12556/dkum/7904e0e7-9500-4f06-895f-994fb60efc16 https://dk.um.si/Dokument.php?lang=slv&id=48066 Fakulteta za organizacijske vede 0 0 0