POSLOVNA POGAJANJA Z DOBAVITELJI IZ VELIKE BRITANIJE

Ferk, Aljaž

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Title:	POSLOVNA POGAJANJA Z DOBAVITELJI IZ VELIKE BRITANIJE
Authors:	ID Ferk, Aljaž (Author) ID Završnik, Bruno (Mentor) More about this mentor...
Files:	MAG_Ferk_Aljaz_2014.pdf (1,39 MB) MD5: 1EA44598DD32DB1632D627C43863ADAF
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Magistrsko delo govori o poslovnih pogajanjih med poslovnimi partnerji Slovenije in Velike Britanije. Govori o njihovih značilnostih, pristopih, poslovnem komuniciranju, kulturi, etiki in morali ter podrobno o samem pogajalskem procesu. Izpostavljene so predvsem pogajalske taktike, strategije in koncepti poslovnih pogajanj. Poznavanje le-teh je izrednega pomena za pogajalce, saj jim njihovo poznavanje lahko pripomore k uspešnejšemu pogajanju z poslovnimi partnerji ne glede na to, ali so domači ali tuji. V magistrskem delu so izpostavljene tudi lastnosti pogajalcev iz Slovenije in Velike Britanije, njihove slabosti in prednosti. Poznavanje lastnosti udeležencev poslovnih pogajanj nam lahko olajša poslovna pogajanja, saj lahko delno že predvidimo situacijo in potek pogajanj. Vsak narod ima nekatere skupne lastnosti, ki so splošno znane, le raziskati jih je potrebno. Seveda pa je vsak človek unikaten, tako da teh lastnosti ne moremo posplošiti na vsakega državljana neke države, lahko pa določimo nek okvir, v katerem se bo po vsej verjetnosti gibal. Pomembno je tudi okolje, iz katerega so posamezni pogajalci, zato sem se odločil tudi na kratko opisati državo Veliko Britanije ter njene značilnosti, kot so kratka zgodovina, gospodarski in politični sistem, poslovni običaji, zunanja trgovina ter njihovo poslovanje s Slovenijo. Celotno vsebino magistrske naloge sem uporabil kot podlago za izvedbo ankete, s katero sem anketiral ljudi, ki so se v preteklosti oz. se še danes pogajajo z poslovnimi partnerji iz Velike Britanije. V zadnjem delu magistrske naloge so predstavljene ugotovitve izvedene ankete, ki nam kažejo, da se želijo slovenski poslovneži čim bolje odrezati v poslovnih pogajanjih in se trudijo slediti najnovejšim trendom ter se čim bolje prilagoditi danim situacijam. Na takšen način se želijo pokazati kot dobri pogajalci ter dobri poslovneži. V tem delu so povzeti tudi ključni predlogi poslovnih pogajanj z partnerji Velike Britanije.
Keywords:	poslovna pogajanja, pogajalci, pogajalski proces, pogajalske taktike, Velika Britanija, osebne lastnosti pogajalcev
Place of publishing:	Maribor
Publisher:	[A. Ferk]
Year of publishing:	2014
PID:	20.500.12556/DKUM-43991
UDC:	005.57
COBISS.SI-ID:	11718940
NUK URN:	URN:SI:UM:DK:BRV14K9P
Publication date in DKUM:	28.05.2014
Views:	2133
Downloads:	248
Metadata:
Categories:	EPF
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Secondary language

Language:	English
Title:	BUSINESS NEGOTIATIONS WITH SUPPLIERS FROM GREAT BRITAIN
Abstract:	Master's thesis talks about the business negotiations between business partners from Slovenia and Great Britain. Talks about its characteristics, types, business communication, culture, ethics and morality as well as detailed about the negotiating process. Emphasis on negotiation tactics, strategies and concepts of business negotiations. Knowledge of these is of paramount importance to negotiators because they can contribute their knowledge to successfully negotiate with business partners, regardless of whether they are domestic or foreign. In this thesis are also exposed properties of negotiators from Slovenia and Great Britain, their advantages and disadvantages. Knowing the characteristics of participants in business negotiations, we can facilitate business negotiations, in part because it can already foresee the situation and progress of the negotiations. Every nation has some common characteristics that are generally known, but need to be explored. Of course, each person is unique, so that these properties can’t be generalized to every citizen of a country, but you can define a framework within which they will in all likelihood moves. It is also important the environment from which the individual negotiators are, so I decided to also briefly describe the state of Great Britain and a lot of its features, such as a brief history, economic and political system, business customs, foreign trade and their business with Slovenia. The entire contents of the master's thesis I used as the basis for the survey, with which I interviewed people who have been in the past or are still negotiating with business partners from Great Britain. The last part of the master's thesis presents the findings of the survey, which show that the Slovenian businessmen want to make the best cut in business negotiations and are trying to follow the latest trends and best to adapt the given situations. In this way they want to show themselves as good negotiators and good businessmen. In this section summarizes the key proposals for business negotiations with partners of Great Britain.
Keywords:	business negotiations, negotiators, negotiation process, negotiation tactics, Great Britain, the personal characteristics of the negotiators

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