20.500.12556/DKUM-69798 Poslovna pogajanja med Slovenijo in Hrvaško Business negotiations between slovenia and croatia S pogajanji se danes srečujemo na vsakem koraku, in sicer tako v zasebnem življenju kot v poslovnem svetu. Pri pogajanjih sta vedno vpleteni vsaj dve strani, zato moramo znati uporabljati različne komunikacijske tehnike, saj nam bodo pri pogajanjih v prid in nam bodo ob zaključku prinesle zadovoljstvo in bomo dosegli želeni cilj. Pomembno je, da se znamo na pogajanja pripraviti, dodobra preučiti nasprotnikovo kulturo, izoblikovati pogajalske tehnike in se prilagajati različnim vrstam pogajalcev. V podjetjih potekajo pogajanja v domačem in tujem okolju. Ko predstavniki podjetij potujejo v tuje države, so pogosto presenečeni, kako lahko različni običaji narodov zapletejo njihovo poslovanje s tujimi državami. Na uspešnost medkulturnih pogajanj vpliva veliko dejavnikov, kot so jezik, religija, norme, vrednote, izobrazba, materialna kultura, življenjske razmere, etika, kultura, zato se morajo mednarodni pogajalci pred pogajanji prilagoditi na vse možne načine, da bi se lahko z nasprotno stranjo čim bolje razumeli. Magistrsko delo opisuje poslovna pogajanja med Slovenijo in Hrvaško. V prvem delu je predstavljena teorija o poslovnih pogajanjih, kakšen je sam proces pogajanj. Med Slovenijo in Hrvaško potekajo mednarodna pogajanja, zato je v delu opisano tudi, kaj vse je potrebno za uspešnost pogajanj v tujem okolju, na kaj mora biti pogajalec pozoren, kako se pripraviti na pogajanja v tujini ter kakšne so zaželene značilnosti pogajalcev. Podrobneje je opisana kultura in njen vpliv na poslovna pogajanja ter kako na potek samih poganjanj vpliva etika. Drugi del je empirični, kjer sem preučevala značilnosti pogajalskih slogov Hrvatov in Slovencev, in kje so razlike med slogoma. V drugi del sem vključila tudi intervju, ki sem ga izvedla z vodjo prodaje v podjetju Famteh d.o.o. Negotiations take places on every step of our life nowadays both in private life and in business world. At least two parties are always involved in the negotiations so we need to be able to use different communication techniques since they will help us in the negotiations and will bring us satisfaction at the end by achieving the desired goal. It is important that we prepare for negotiations, consider opponent's culture, we form negotiation techniques and adapt to different types of negotiators. Negotiations are taking place in domestic and foreign environment. When company representatives travel to other countries they are often surprised by how different nation customs can complicate their business with foreign countries. The success of intercultural negotiations is influenced by many factors such as language, religion, norms, values, education, material culture, living conditions, ethics and culture. International negotiators need to adapt to all possible differences in order to understand the opposite side. The master's thesis describes business negotiations between Slovenia and Croatia. The first part presents the theory of business negotiations and what the negotiation process itself is. International negotiations are taking place in Croatia, therefore, the work also describes everything necessary for the success of negotiations in a foreign environment, what the negotiator needs to be aware of, how to prepare for negotiations abroad and what are the desired characteristics of the negotiators. A more detailed description of the culture and its impact on business negotiations and how the impact of ethics on the course of the propulsions itself is described. The second part is empirical where I studied the characteristics of the negotiating styles of Croats in Slovenia and where are differences between the styles. In the second part I also included an interview with the sales manager of Famteh d.o.o. company. poslovna pogajanja proces poslovnih pogajanj mednarodna pogajanja pogajalski proces pri mednarodnih poslovnih procesih etika kultura značilnosti pogajalskega sloga Hrvaške značilnosti pogajalskega sloga Slovenije business negotiations negotiations on international negotiations negotiations on international business processes ethics culture characteristics of the negotiating style of Croatia characteristics of the negotiating style of Slovenia true true false [J. Senica] Slovenski jezik Angleški jezik Magistrsko delo/naloga 2018-02-27 13:21:59 2018-06-14 14:15:56 2022-08-01 18:10:40 2019-07-11 17:44:35 2018 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.57 13037340 URN:SI:UM:DK:1RJK4T0A MAG_Senica_Jana_2018.pdf MAG_Senica_Jana_2018.pdf 1 E6CD816C34F40F64D1E36374BEDD3882 ba2d93f93540b54b1c3dba139e6c8beaad5d2220a4a14361904c8df33bfd0656 ef9781bd-7c0f-11eb-bb7a-00155d0001ca 20.500.12556/dkum/7730eb6d-0106-41b4-9237-fd9d421e46b9 https://dk.um.si/Dokument.php?lang=slv&id=124467 Ekonomsko-poslovna fakulteta 0 0 0