Poslovna pogajanja z nemškimi partnerji

Lončar, Martina

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Title:	Poslovna pogajanja z nemškimi partnerji
Authors:	ID Lončar, Martina (Author) ID Završnik, Bruno (Mentor) More about this mentor...
Files:	MAG_Loncar_Martina_2016.pdf (1,24 MB) MD5: 49ED28CDB03B342613172F110444194B
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Namen magistrskega dela je preučiti in podrobneje predstaviti poslovna pogajanja z nemškimi partnerji. Naslednji namen je tudi intervjuvati oziroma pridobiti mnenje o tem, kako poteka pogajalski proces v podjetju Unior Kovaška industrija d. d. ter kako poteka pogajalski proces z njihovimi nemškimi partnerji. V teoretičnem delu bomo opredelili, kaj je pogajanje, značilnosti poslovnih pogajanj, proces poslovnih pogajanj, ki ga je na podlagi različnih raziskovanj generirala množica različnih avtorjev. Po tem se bomo tudi dotaknili tehnik in taktik poslovnih pogajanj, ki so jih zapisali različni avtorji, na koncu pa se bomo dotaknili stilov poslovnih pogajanj. Dotaknili se bomo tudi nemškega pogajalskega sloga. V tem delu magistrskega dela bomo povedali več o zgodovini Nemčije ter njihovi kulturi oziroma o tem, kako kultura vpliva na poslovna pogajanja z nemškimi partnerji. Kadar govorimo o pomenu kulture, se moramo zavedati, v kakršni meri čas vpliva na pogajanja. Ker obstajajo kulturne razlike med Nemčijo in Slovenijo, se razlike kažejo tudi v etiki in bontonu. Poglavlje bomo zaključili s pomembnostjo komunikacije kot enega od dejavnikov za uspešno zaključena pogajanja. V naslednjem poglavlju bomo povedali nekaj o podjetju Unior Kovaška industrija d. d. Podjetje, ki se ukvarja z izdelavo orodja za nemške partnerje, je tipični primer iz prakse, kjer se pogajanja z nemškimi partnerji dogajajo skoraj vsak dan. V praktičnem delu magistrskega dela bomo opravili intervju s pogajalcem iz podjetja Unior Kovaška industrija d. d. Na podlagi intervjuja bomo s pomočjo ustrezne metodologije potrdili ali zavrnili zastavljene raziskovalne hipoteze. V sklepu magistrskega dela bomo predstavili ključne ugotovitve, do katerih smo prišli s pomočjo raziskovalnega dela magistrskega dela.
Keywords:	pogajanja, poslovna pogajanja, poslovna pogajanja z nemškimi partnerji, stili in taktike poslovnih pogajanj, poslovna pogajanja med slovenci in nemci, nemški pogajalski slog, pogajanja z nemci
Place of publishing:	Maribor
Publisher:	[M. Lončar]
Year of publishing:	2016
PID:	20.500.12556/DKUM-57115
UDC:	005.57
COBISS.SI-ID:	12223260
NUK URN:	URN:SI:UM:DK:GHABRHY5
Publication date in DKUM:	09.03.2016
Views:	2317
Downloads:	282
Metadata:
Categories:	EPF
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Secondary language

Language:	English
Title:	Business Negotiations with German Partners
Abstract:	The purpose of the master thesis is to examine and present business negotiations with German partners in detail. The next aim is also to interview or obtain an opinion on how the negotiating process in the company Unior Kovaška d.d. is conducted, and how the process of negotiations with their German partners is conducted. The theoretical part will define, first, what the negotiation is, second, the characteristics of business negotiations and, third, the process of business negotiation based on various surveys generated by multitude of different authors. After that we will also touch the techniques and tactics of business negotiations, written by different authors, and, in the end, we will touch the styles of business negotiations. We will also touch upon the German negotiating style. In this part of the master thesis we will tell more about the history of Germany and its culture, and how culture affects the business negotiations with German partners. When we talk about the importance of culture, we also have to realize the importance of negotiation time. Of course, where there are cultural differences between Germany and Slovenia, there are also differences in ethics and etiquette - about that later. We will complete the chapter with the importance of communication as one of the factors in the successfully completed negotiations. In the next chapter we speak about the company Unior Kovaška industrija d.d., as a company which is engaged in manufacturing tools for the German partners. It is a typical example from practice where the negotiations with German partners happen almost every day. In the practical part of the master thesis we will make an interview with the company Unior Kovaška industrija d.d. negotiators. Based on the interviews with the negotiators, with the help of an appropriate methodology, we confirm or reject our hypothesis. The decision of master thesis will present a key result which we got with the help of the research of the master thesis.
Keywords:	negotiations, business negotiations, business negotiations with German partners, styles and tactics of business negotiations, business negotiations between Slovenians and Germans, German style of negotiating, negotiating with the Germans

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