20.500.12556/DKUM-98575 Poslovna pogajanja v podjetju dragos d.o.o. Business negotiations in the company dragos d.o.o. V poslovnem svetu imajo pogajanja izjemno pomembno vlogo, saj neposredno vplivajo na uspešnost podjetja ter njegovo sodelovanje s poslovnimi partnerji, dobavitelji in strankami. Predstavljajo pomemben proces usklajevanja interesov različnih deležnikov ter pomembno prispevajo k vzpostavljanju in ohranjanju dolgoročnih poslovnih odnosov. Njihov pomen je še posebej izrazit v mednarodnem poslovnem okolju, kjer na potek pogajanj poleg ekonomskih interesov vplivajo tudi kulturne razlike, komunikacijske značilnosti in različne poslovne prakse. Magistrsko delo obravnava poslovna pogajanja s poudarkom na mednarodnih poslovnih pogajanjih na primeru podjetja Dragos d.o.o. iz Bosne in Hercegovine. Podjetje deluje na področju predelave, prodaje in izvoza ogrevnega lesa ter že vrsto let uspešno sodeluje s tujimi poslovnimi partnerji, predvsem na italijanskem trgu. Delo obravnava značilnosti mednarodnih poslovnih pogajanj, dejavnike, ki vplivajo na njihovo uspešnost, in izzive, s katerimi se podjetje srečuje pri poslovanju v mednarodnem okolju. Ugotovitve raziskave kažejo, da imajo pri uspešnih mednarodnih poslovnih pogajanjih ključno vlogo medsebojno zaupanje, spoštovanje dogovorov, kakovostna komunikacija in dolgoročno sodelovanje med poslovnimi partnerji. Med najpomembnejše izzive spadajo usklajevanje cen, jezikovne ovire in prilagajanje zahtevam poslovnih partnerjev. Raziskava je pokazala tudi, da etično ravnanje, zanesljivost in sposobnost prilagajanja pomembno prispevajo k uspešnosti poslovnih odnosov v mednarodnem poslovnem okolju. In the business world, negotiations play an extremely important role, as they directly affect the success of a company and its cooperation with business partners, suppliers, and customers. They represent an important process of aligning the interests of various stakeholders and significantly contribute to the establishment and maintenance of long-term business relationships. Their importance is particularly pronounced in the international business environment, where the course of negotiations is influenced not only by economic interests, but also by cultural differences, communication characteristics, and various business practices. The master's thesis deals with business negotiations, with an emphasis on international business negotiations using the example of the company Dragos d.o.o. from Bosnia and Herzegovina. The company operates in the field of processing, sales, and export of firewood and has been successfully cooperating with foreign business partners for many years, mainly on the Italian market. The thesis addresses the characteristics of international business negotiations, factors that affect their success, and challenges that a company faces when operating in an international environment. The research findings show that mutual trust, respect for agreements, effective communication, and long-term cooperation between business partners play a key role in successful international business negotiations. The most important challenges include price coordination, language barriers, and adapting to the requirements of business partners. The research also showed that ethical behavior, reliability, and the ability to adapt significantly contribute to the success of business relationships in an international business environment. poslovna pogajanja mednarodna poslovna pogajanja Dragos d.o.o. poslovna pogajanja v Bosni in Hercegovini. business negotiations international business negotiations Dragos d.o.o. business negotiations in Bosnia and Herzegovina true true false V. Stepanov] Slovenski jezik Angleški jezik Magistrsko delo/naloga 2026-06-22 13:46:07 2026-09-16 09:19:02 2026-09-17 03:10:55 0000-00-00 00:00:00 2026 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 005.574 291230979 MAG_Stepanov_Vera_2026.pdf MAG_Stepanov_Vera_2026.pdf 1 77008BA9203D960FBA2CC2DBFDCE08E6 1f465200dd12cc202502d29855b4f5c28f8c7cac26427110c5f1c9edcb1988f7 35c7a609-b01a-11f1-81c4-00155d0001be https://dk.um.si/Dokument.php?lang=slv&id=212325 Ekonomsko-poslovna fakulteta 0 0 0