20.500.12556/DKUM-43269 VPLIV KULTURE NA MEDNARODNA POGAJANJA IMPACT OF CULTURE OF INTERNATIONAL NEGOTIATIONS V magistrski nalogi smo obravnavali vpliv kulture na mednarodna pogajanja na primeru ZDA, Japonske in Italije. Najprej smo opredelili kulturo, s pomočjo različnih avtorjev, nato kulturne dejavnike in Hofstedove kulturne dimenzije. Opredelili smo mednarodna pogajanja, natančneje obravnavali pogajalski proces, vse od priprav na pogajanja do zaključka pogajanj. Nato smo predstavili interakcijski model štirih pogajalskih stilov in za vsak stil navedli lastnosti pogajalcev določenega stila. Opredelili smo najpogosteje uporabljene pogajalske taktike in sloge pogajanj. Za Američane je značilno, da se poslužujejo agresivnega pogajalskega sloga, Japonci se poslužujejo hladnokrvnega in Italijani popustljivega pogajalskega sloga. Podrobneje smo predstavili koristne in škodljive lastnosti pogajalcev. Za vsako izmed obravnavanih držav smo izdelali profil države, kjer smo predstavili osnovne značilnosti ZDA, Japonske in Italije. S pomočjo različnih avtorjev smo izdelali tabelo, s katero smo povzeli kulturne in pogajalske značilnosti ZDA, Japonske in Italije. Spoznavanje nasprotnikove kulture je dolgotrajen proces, saj ima vsaka kultura svoj jezik, norme, navade, vrednote, prepričanja, religijo in navade. Ugotovili smo, da poznavanje kulture izboljša medsebojne odnose, pripomore k uspešnejšemu izidu pogajanj in ublaži vpliv kulturnega šoka. In these master thesis , we discussed the impact of culture on international negotiations in the case of the U.S., Japan and Italy. First, we define culture through a variety of authors, then cultural factors and Hofstede cultural dimensions. We have defined the international negotiations, specifically discussed the negotiation process, all of the preparations for the negotiations to a conclusion negotiations. Then, we present an interaction model four negotiating styles and for each style we indicated features of negotiators a certain style. We have identified the most common negotiating tactics and styles of negotiations. For Americans is characterized by aggressive negotiating style, for Japanese is engaging cold negotiating style and for Italians a permissive negotiating style. More specifically, we present useful and harmful properties of the negotiators. For each of the countries, we created profile of a country, where we present the basic characteristics of the U.S., Japan and Italy. With various authors, table was compiled, which we summarize the characteristics of cultural and negotiating the U.S., Japan and Italy. Getting to know your opponent's culture is a long process, because each culture has its own language, norms, attitudes, values, beliefs, religion and habits. We were discovered knowledge of the culture to improve relationships, contribute to a more successful outcome of the negotiations and mitigating the impact of culture shock . kultura kulturni dejavniki kulturne dimenzije mednarodna pogajanja pogajalski proces pogajalske taktike mednarodni pogajalec ZDA Japonska Italija. culture cultural factors cultural dimensions international negotiations the negotiating process negotiating tactics the international negotiator U.S. Japan Italy. true true false [M. Ferlan] Slovenski jezik Angleški jezik Magistrsko delo/naloga 2013-12-16 13:56:24 2014-01-15 09:43:01 2022-05-09 03:06:40 2021-04-28 03:20:40 2013 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.57 11626524 URN:SI:UM:DK:JR65SKAU MAG_Ferlan_Masa_2013.pdf MAG_Ferlan_Masa_2013.pdf 1 03967627B6DBB6CACA675BCC0DF61252 500959593ebd99236fb6f4670e762a6d4b236106d04c91084733d33f45dcf83d 9898437c-7c0a-11eb-bb7a-00155d0001ca https://dk.um.si/Dokument.php?lang=slv&id=61133 Ekonomsko-poslovna fakulteta 0 0 0