Značilnosti poslovnih pogajanj pri procesu prodaje na primeru podjetja talum d.d.

Venta, Martina

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Title:	Značilnosti poslovnih pogajanj pri procesu prodaje na primeru podjetja talum d.d.
Authors:	ID Venta, Martina (Author) ID Završnik, Bruno (Mentor) More about this mentor...
Files:	MAG_Venta_Martina_2017.pdf (1,67 MB) MD5: 49D341174C08D1C4DE7C31C9B7A4F3C7 PID: 20.500.12556/dkum/7ec3198f-8678-48bb-9d53-04546493a37b
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Predmet analize v magistrskem delu je opredelitev značilnosti poslovnih pogajanj pri procesu prodaje na primeru podjetja Talum d. d. Koncept poslovnih pogajanj smo najprej opredelili na teoretični ravni, kjer smo podrobneje opredelili tudi mednarodna poslovna pogajanja in prodajna pogajanja. V nadaljevanju smo opredelili tudi značilnosti poslovne kulture in poslovnih pogajanj italijanskih in nemških pogajalcev. Do ključnih ugotovitev smo prišli skozi analizo petih strukturiranih intervjujev, ki smo jih opravili s prodajalci petih izbranih izdelkov v podjetju Talum d. d. Ugotovili smo, da prodajalci dobro poznajo dejavnike, ki tvorijo poslovno kulturo italijanskih in nemških poslovnih partnerjev, prav tako pa dobro poznajo tudi stil pogajanj obeh poslovnih partnerjev. Poznavanju poslovne kulture in stila pogajanja tujih poslovnih partnerjev ter v kolikšni meri jim to pomaga pri sklepanju posla ne pripisujejo velikega pomena, kar pa izhaja iz razloga, da z njimi že dolgo sodelujejo in dobro poznajo tako nemško kot tudi italijansko poslovno kulturo in stil pogajanja. V zaključnem delu magistrskega dela smo navedli še ugotovljene podobnosti oziroma razlike, ki se pojavljajo pri procesu pogajanj naših intervjuvancev. Pri tem smo predlagali, da bi morali prodajalci svoj pogajalski proces tudi evalvirati.
Keywords:	Poslovna pogajanja, Talum, prodajna pogajanja, poslovna kultura, pogajalski stili.
Place of publishing:	Maribor
Publisher:	[M. Venta]
Year of publishing:	2017
PID:	20.500.12556/DKUM-68586
UDC:	005.57
COBISS.SI-ID:	12936988
NUK URN:	URN:SI:UM:DK:7TOEZ6EK
Publication date in DKUM:	12.12.2017
Views:	1657
Downloads:	252
Metadata:
Categories:	EPF
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Licences

License:	CC BY-NC-ND 4.0, Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International

Link:	http://creativecommons.org/licenses/by-nc-nd/4.0/
Description:	The most restrictive Creative Commons license. This only allows people to download and share the work for no commercial gain and for no other purposes.
Licensing start date:	27.09.2017

Secondary language

Language:	English
Title:	Characteristics of business negotiations in the process of sales on the case of the company talum d.d.
Abstract:	The subject of the analysis in the presented master's thesis is the definition of the characteristics of business negotiations in the sales process on the example of Talum dd. The concept of business negotiations was first defined at the theoretical level, where we also defined international business negotiations and sales negotiations. In the following, we also defined the characteristics of business culture and business negotiations between Italian and German negotiators. Key findings were obtained through the analysis of five structured interviews, which we conducted with the sellers of five selected products at Talum d.d. We found that the sellers are well aware of the factors that form the business culture of Italian and German business partners, and they also know the style of negotiations between both business partners. Knowing the business culture and style of negotiation of foreign business partners and to what extent this helps them in doing business does not attach much importance, which is due to the fact that they have long been involved with them and have a good knowledge of both German and Italian business culture and style of negotiation. In the final part of the master's thesis, we have already identified similarities or differences that appear in the process of negotiating our interviewees. We suggested that sellers should also evaluate their negotiation process.
Keywords:	Business negotiations, Talum, sales negotiations, international business negotiations, business culture, negotiation styles.

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