20.500.12556/DKUM-37365 POSLOVNA POGAJANJA V NEMČIJI IN SLOVENIJI BUSINESS NEGOTIATION IN GERMANY AND SLOVENIA S pogajanji se srečujemo vsak dan, saj so potrebna, če želimo uskladiti svoja mnenja med seboj. Pogajanja niso enkraten proces, ampak so daljši proces aktivnosti. V diplomskem seminarju smo predstavili poslovna pogajanja v Nemčiji in Sloveniji. Diplomski seminar smo razdelili na štiri dele, saj je naslov preobsežen za eno samo poglavje. V prvem delu diplomskega seminarja smo najprej opredelili, kaj sploh pogajanja so. Nato smo podrobno predstavili pogajalski proces, katerega je zelo dobro poznati. V tem poglavju smo predstavili še etičnost pogajanj, ki nam nakazujejo, kaj je v pogajanjih sprejemljivo in kaj ne. V drugem delu smo predstavili mednarodna pogajanja. Predstavili smo, kakšen vpliv ima kultura in njeni dejavniki na pogajanja, metode pogajanj med pogajalci različnih kultur in model mednarodnih pogajanj, saj se le-ta razlikuje od navadnega modela pogajanj. Nato smo predstavili še strategije in taktike, brez katerih v pogajanjih ne gre, saj so ključnega pomena. V zadnjem delu diplomskega seminarja pa smo opredelili pogajanja v Nemčiji in Sloveniji in ugotovili, da sta si pogajalska sloga obeh držav precej podobna, ampak se vseeno razlikujeta. Med samim preučevanjem poslovnih pogajanj, smo ugotovili, da je faza, ki je najpomembnejša v procesu, faza priprave na pogajanja. Prav tako smo ugotovili, da je pri mednarodnih pogajanjih zelo dobro poznati kulturo nasprotne strani. Ugotovili smo še, da so Nemci zelo dobri pogajalci, saj so pri svojem delu zelo temeljiti in previdni za razliko od slovenskih. We meet with negotiations every day, because they are needed, if we want to harmonise our opinions between ourselves. Negotiations are not an unique process, but they are the longer process of activities. In our diploma seminar we present business negotiations in Germany and Slovenia. We divided diploma seminar into four parts, because title is too extensive for one alone chapter. In first part of diploma seminar we first defined what negotiations are. Then we present detailed negotiating process, which is very good to know. We presented also ethics of negotiations in this chapter, which indicate what is acceptable and what is not in the negotiations. In the second part we present the international negotiations. We presented, what impact has the culture and its factors in the negotiations, the methods of negotiations between the negotiators of the different cultures and the model of international negotiations, because only-this differs from the conventional model of the negotiations. Then we presented the strategy and tactics, without which in negotiations we cannot negotiate because they are of key meaning. In the last part of the diploma seminar, we define negotiations in Germany and Slovenia, and found that the two negotiating style of the both countries are quite similar, but still different. During the examination of business negotiations, we found that the preparation phase is the most important phase in the process of negotiation. We also find that, in international negotiations is very well to know the culture of opposing side. We found also, that the Germans are very good negotiators, because their work is very thorough and careful, unlike Slovenian. KLJUČNE BESEDE: Poslovna pogajanja Mednarodna pogajanja Strategije in taktike pogajanja Pogajalski proces Pogajanja v Nemčiji Pogajanja v Sloveniji. Business negotiations International negotiations Strategies and tactics of negotiation Negotiation process Negotiations in Germany Negotiations in Slovenia. true true false [M. Škerget] Slovenski jezik Angleški jezik Delo diplomskega seminarja/zaključno seminarsko delo/naloga 2012-08-28 14:54:20 2012-12-18 12:48:24 2022-04-23 23:04:31 2021-04-17 03:44:18 2012 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.57 11286812 URN:SI:UM:DK:OBXZCLT9 UNI_Skerget_Metod_2012.pdf UNI_Skerget_Metod_2012.pdf 1 08196F00ACDFFF9F29160F05759DDCCB 35d4567ae4d019b504bd9fa2d22c1b5e5d568b54bde4a0ef44e4cefac27beaf0 3976cc32-7c08-11eb-bb7a-00155d0001ca 20.500.12556/dkum/7814ab0c-9a1e-47f8-972a-1ed237e67c96 https://dk.um.si/Dokument.php?lang=slv&id=49171 Ekonomsko-poslovna fakulteta 0 0 0