PRIMERJAVA NEMŠKEGA IN ITALIJANSKEGA POGAJALSKEGA SLOGA V MEDNARODNEM POSLOVANJU

Pipenbaher, Mihela

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Title:	PRIMERJAVA NEMŠKEGA IN ITALIJANSKEGA POGAJALSKEGA SLOGA V MEDNARODNEM POSLOVANJU
Authors:	ID Pipenbaher, Mihela (Author) ID Logožar, Klavdij (Mentor) More about this mentor...
Files:	UNI_Pipenbaher_Mihela_2011.pdf (707,71 KB) MD5: EFCAA17D304AC31B57777C9FF6784059 PID: 20.500.12556/dkum/3fd4a29c-664f-4c2f-9208-b25a45091b4a
Language:	Slovenian
Work type:	Undergraduate thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Kultura in kulturne razlike, ki obstajajo med narodi, so postale v času vedno večje globalizacije poslovanja izjemnega, če ne celo ključnega pomena. Vsako podjetje, ki želi svoje poslovanje razširiti na tuje trge, se mora teh razlik zavedati, jih spoznati, jih sprejeti in predvsem upoštevati. Za uspešno vzpostavitev poslovnih odnosov s tujimi podjetji in tujimi poslovnimi partnerji, se moramo podrediti določenim kulturnim zakonitostim trga, na katerega želimo vstopiti. Kakor hitro pa začnemo govoriti o poslovanju preko meja naše države, se pojavi še ena pomembna kategorija s katero se slej ko prej soočimo, to so pogajanja. Sporazumov, dogovorov, poslovnega sodelovanja namreč ne moremo doseči, ne da bi se prej z našimi potencialnimi bodočimi partnerji dogovorili o podrobnostih, željah, pričakovanjih, ene in druge strani interesentov. Tukaj pa pride v ospredje problem interakcije različnih kultur. V kolikor na pogajanja stopimo dobro pripravljeni in poučeni o temeljnih sestavinah kulture nasprotne strani in jih tekom pogajanj tudi upoštevamo, imamo možnost da pogajanja uspešno izpeljemo in dosežemo sporazum. Dovolj je, če tekom pogajanj upoštevamo samo temeljna pravila nasprotne kulture, popolno poenotenje s kulturo nasprotne strani ni priporočljivo, saj lahko izpademo smešni. Pogajalski proces se od kulture do kulture razlikuje. Za prikaz razlik v pogajalskem procesu med pripadniki različnih kultur, smo si izbrali dve povsem različni državi, severno državo Nemčijo in južno sosedo Italijo. Na primeru teh dveh držav lahko vidimo, kako pomembno je poznati kulturo države s katero stopamo v pogajalski proces. Pravila, vrednote in norme, ki veljajo in jih je potrebno upoštevati v eni državi, lahko v drugi izzovejo neodobravanje in nerazumevanje. Pomen priprav na pogajanja je izjemnega pomena. Vsako pogajanje je namreč nekaj novega in edinstvenega. Četudi smo se z pripadniki določene kulture že kdaj pogajali, to ne pomeni da lahko gradimo samo na teh izkušnjah. Zaključimo lahko s splošno ugotovitvijo, da so se z razvojem in razmahom globalizacije, povečali tudi izzivi in hkrati možnosti poslovnežev, ki delujejo na mednarodnih trgih.
Keywords:	globalizacija, kultura, kulturne razlike, poslovna kultura, mednarodna poslovna pogajanja, pogajalski slog, Nemčija, Italija
Place of publishing:	Slovenska Bistrica
Publisher:	[M. Pipenbaher]
Year of publishing:	2011
PID:	20.500.12556/DKUM-18802
UDC:	005.57
COBISS.SI-ID:	10717212
NUK URN:	URN:SI:UM:DK:XRBBVTKA
Publication date in DKUM:	07.07.2011
Views:	2118
Downloads:	268
Metadata:
Categories:	EPF
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Secondary language

Language:	English
Title:	COMPARISON OF GERMAN AND ITALIAN NEGOTIATING STYLE IN INTERNATIONAL BUSINESS
Abstract:	We live in the time of globalization in which culture and cultural differences between nations became crucial for international business. Every company that wants to expand its business across borders has to be aware of these cultural differences, has to know them, accept them and - most importantly- respect them. If we want to establish a successful business relation with foreign companies and foreign business partners, we have to take into consideration their cultural rules. As soon as we start talking about concluding business across borders, another very important category appears which we have to face sooner or later – negotiations. We can’t achieve agreements, arrangements and business cooperation without facing our potential future business partners to discuss certain details, such as expectations and wishes from both sides. This is where the problem of interaction between different cultures comes into focus. If we come to the negotiations well prepared, i.e. if we are well educated in the basic culture components of the opposite side and we take into consideration those differences during the negotiating process, we have a chance to conclude the negotiations successfully and achieve an arrangement. For a successful negotiating process it is enough to consider and follow just the basics cultural rules; if we try to assimilate too much, we can turn out ridicules. Every culture has a different negotiating process. To show the difference in negotiating process between different cultures, we chose two completely different countries: Germany from the north and our neighbor Italy from the south. On the basis of these two countries we can see how important is to know the culture of the country we want to conclude business with. Rules, values and norms, that are substantial in one country, can provoke disapproval and misunderstanding in some other country. Preparations for the negotiations are crucial, since every negotiation is unique. We can’t build only on our past experiences, even if we are going to negotiate with members of the same culture as we did in the past. We can conclude with the general statement that development and expansion of globalization increases the challenges as well as the opportunities of businessman who operate on international markets.
Keywords:	globalization, culture, cultural differences, business culture, international business negotiations, negotiating style, Germany, Italy.

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