VPLIV KULTURE NA PROCES POGAJANJ NA PRIMERU KITAJSKE

Šnajder, Leonida

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Title:	VPLIV KULTURE NA PROCES POGAJANJ NA PRIMERU KITAJSKE
Authors:	ID Šnajder, Leonida (Author) ID Bobek, Vito (Mentor) More about this mentor...
Files:	UNI_Snajder_Leonida_i2010.pdf (537,16 KB) MD5: 44F33E39B2507DCC9C9A026315D359C1 PID: 20.500.12556/dkum/8f42c588-9335-4aa5-9308-61f36a0db201
Language:	Slovenian
Work type:	Undergraduate thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Namen diplomskega dela je spoznati Kitajsko, njeno kulturo in ugotoviti, kakšno vlogo ima kultura v pogajanjih. Prav tako želim podrobneje analizirati celoten proces pogajanj in značilnosti kitajskih pogajalcev. Izpostavila sem Kitajce kot pogajalce in vpliv kulture na pogajanja z njimi, torej njihove specifične lastnosti pri pogajanju. Pogajanja so zelo kompleksen proces, za njihovo uspešnost je pomembna vrsta dejavnikov. Eden izmed teh dejavnikov je kultura, ki močno vpliva na mednarodna poslovna pogajanja. Vsaka kultura ima svojevrsten pogajalski slog. Pogajanja na mednarodni ravni poleg obvladovanja pogajalskih veščin zahtevajo tudi razumevanje kulturoloških razlik. Kitajska pogajanja slovijo kot zelo težaven proces, ki ga je težko obvladovati. Uspešna pogajanja s Kitajci zahtevajo dobro poznavanje zgodovinskega in kulturološkega ozadja ter značilnosti kitajskega trženja. In če sem se v teoretičnem delu osredotočila predvsem na Kitajce kot pogajalce in vpliv kulture na pogajanja z njimi, me je v empiričnem delu predvsem zanimalo, kakšne izkušnje imajo Slovenci s poslovanjem na Kitajskem. Empirično raziskavo o poslovnih pogajanjih Slovencev s Kitajci sem opravila s pomočjo intervjuja. Intervjuvancema sem pripravila izhodiščna vprašanja v zvezi s poslovanjem na Kitajskem ter tako prišla do zanimivih odgovorov, iz katerih lahko razberemo, da je Kitajska, kljub oviram pri vstopu na ta hitrorastoči trg, dežela kariernih priložnosti, novih pričakovanj in izzivov za ambiciozne.
Keywords:	pogajanja, mednarodna pogajanja, kultura, Kitajska, pogajanja na Kitajskem.
Place of publishing:	Maribor
Publisher:	[L. Šnajder]
Year of publishing:	2010
PID:	20.500.12556/DKUM-15932
UDC:	339.1
COBISS.SI-ID:	10473500
NUK URN:	URN:SI:UM:DK:MJAYB4OO
Publication date in DKUM:	10.12.2010
Views:	3673
Downloads:	703
Metadata:
Categories:	EPF
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Secondary language

Language:	English
Title:	THE EFFECTS OF CULTURE ON THE NEGOTIATION PROCESS IN THE CASE OF CHINA
Abstract:	The aim of this diploma paper is to learn about China and its culture and find out whether and how the cultural aspect influences business negotiations. Moreover, I wanted to analyze the negotiation process in detail as well as the characteristics of Chinese negotiators. The diploma paper focuses specifically on the Chinese as negotiators and in what form their culture affects the negotiations, and therefore I also analyzed the specific characteristics in negotiating. Negotiating sure is a very complex process and a number of factors influence it. The main factor is culture, which essentially influences international business negotiations. Each and every culture has its own and unique negotiating style. Negotiation, on international basis, not only demands excellent negotiating skills, but also understanding the cultural differences. The Chinese negotiations are very well known as difficult processes to master. Successful negotiations with the Chinese demand a great knowledge of their historical and cultural background as well as the specifics of Chinese trading. The theoretical part is based on the Chinese as negotiators and the influence of their culture on the negotiations, while the empirical part focuses on the experiences of Slovene businessmen with the Chinese. The empirical research about business negotiations of Slovene with the Chinese was carried with the help of an interview. I have prepared basic questions in the area of Chinese business for both interviewees and throughout the interviews came to interesting answers, which show that China, despite the problems while stepping into this fast growing market, is a land of carrier opportunities, new expectations and challenges for the ambitious.
Keywords:	negotiations, international negotiations, culture, China, negotiations in China.

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