Vpliv kulture na proces medkulturnih pogajanj

Lampreht, Sonja

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Title:	Vpliv kulture na proces medkulturnih pogajanj
Authors:	ID Lampreht, Sonja (Author) ID Treven, Sonja (Mentor) More about this mentor...
Files:	VS_Lampreht_Sonja_2016.pdf (415,51 KB) MD5: 2F431D417EF6EAEFCE3A3224A8A40EFE
Language:	Slovenian
Work type:	Undergraduate thesis
Typology:	2.11 - Undergraduate Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Podjetja se zaradi vedno večjega trženja in prisotnosti pogajanja na mednarodnem trgu čedalje bolj pogosto srečujejo s posamezniki iz različnih kultur. Z naraščanjem medkulturnih stikov se povečuje tudi število in pomembnost medkulturnih pogajanj. Tako je pogajalec danes izpostavljen vedno večji kulturni raznolikosti. Zato je za medkulturnega pogajalca danes toliko večjega pomena poznavanje različnih kultur, s katerimi se lahko sreča v medkulturnih pogajanjih. V diplomskem delu želimo prikazati, kakšen pomen ima kultura v medkulturnih pogajanjih, ki predstavljajo za pogajalce mnogo večji izziv kot pogajanja na monokulturnem nivoju, saj pogajalski strani ne delita istih vrednot, norm, občutij in vedenja ter načinov mišljenja. Predstavili smo opredelitev kulture, njene sestavine in značilnosti ter različne pristope pri preučevanju kulture, medkulturna poslovna pogajanja, proces pogajanj, različne pogajalske strategije in taktike, ter prikazali različne pogajalske sloge in navedli, na kaj naj bi bili pogajalci, ki se pogajajo s predstavniki drugih pogajalskih slogov, pozorni.
Keywords:	kultura, pristopi k preučevanju kulture, medkulturna poslovna pogajanja, pogajalske strategije, pogajalske taktike, pogajalski slogi.
Place of publishing:	Maribor
Publisher:	[S. Lampreht]
Year of publishing:	2016
PID:	20.500.12556/DKUM-58704
UDC:	005.57
COBISS.SI-ID:	12427548
NUK URN:	URN:SI:UM:DK:TQLDVSKW
Publication date in DKUM:	08.08.2016
Views:	2349
Downloads:	210
Metadata:
Categories:	EPF
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Secondary language

Language:	English
Title:	The Impact of Culture on International Negotiations
Abstract:	Due to increased marketing and negotiations on the international market, companies often meet with individuals from different cultures. With increasing intercultural contacts the number and importance of intercultural negotiations is also increased. Thus, the negotiator is today exposed to a growing cultural diversity. Therefore the knowledge of different cultures, which he can encounter in intercultural negotiations is today of a much greater importance for the intercultural negotiator. In the thesis we wish to show the importance of culture in intercultural negotiations, which represent much greater challenge for the negotiators than negotiations on mono-cultural level, since the negotiating parties do not share the same values, norms, feelings and behaviors and ways of thinking. We will present the definition of culture, its components and characteristics as well as different approaches to the study of culture, intercultural business negotiations, the negotiation process, different negotiating strategies and tactics, and show different negotiating styles as well as indicate what the negotiators who negotiate with representatives of other negotiating styles should pay attention to.
Keywords:	culture, approaches to the study of culture, intercultural business negotiations, negotiating strategies, negotiating tactics, negotiating styles.

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