Medkulturna diverziteta in taktike poslovnih pogajanj na primeru izbranih držav

Tominc, Nik

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Title:	Medkulturna diverziteta in taktike poslovnih pogajanj na primeru izbranih držav
Authors:	ID Tominc, Nik (Author) ID Završnik, Bruno (Mentor) More about this mentor...
Files:	MAG_Tominc_Nik_2022.pdf (1,68 MB) MD5: 86EBCCA9F04A1A10D0FB5FBDA1D74012
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	V življenju nikoli ne dobimo tega kar hočemo, dobimo to, za kar smo se pripravljeni izpogajati. Nekaj moremo spremeniti, da bi dobili, kar si želimo. Najprej moramo vedeti, kaj si pravzaprav želimo – v nasprotnem primeru bomo izgubili. Pogajati se je treba popolnoma za vse. V našem interesu je, da razumemo interese drugih ljudi, kar pomeni da tisti, s katerim se pogajamo ni sovražnik ampak poslovni partner. V nasprotnem primeru je težko doseči to, kar želimo. Kulturno raznolika okolja so tista, ki ustvarjajo nove izzive v prepoznavanju, vzgajanju in raziskavi različnih kulturnih skupin. Medkulturna raznolikost nakazuje potrebo po poznavanju različnih družb. Družbe imajo različne vrednote in vplivajo na raznolike taktike pri poslovnih pogajanjih po svetu. Kulturne razlike na pogajanja vplivajo na način, kako ljudje pridobivajo zaupanje in kako delijo informacije. Pridobivanje informacij pri pogajanjih je ključno. Kako kulturne razlike vplivajo na poslovna pogajanja? Kakšni pogajalski slogi so komu bližje, glede na to na katerem kontinentu ali v kateri državi živi? Kakšni so običaji in vrednote ljudi po svetu? Odgovore na omenjena vprašanja zajema medkulturna diverziteta in taktike poslovnih pogajanj. V končni fazi na različne pogajalske strategije vpliva tudi starost, razgledanost in socialen status. Obstaja več glavnih področij, pri katerih pridejo razlike med kulturami najbolj do izraza. Formalni ali neformalni pristop. Direkten ali posreden stil komunikacije. Želja po zmagi pri pogajanju ali želja po kompromisu. Z vključevanjem emocij ali brez. Želja po dolgoročnem sodelovanju ali samo enkraten posel. Odločitve sprejete skupaj z ekipo ali jih sprejme vodja sam. Kulture lahko imajo temeljne razlike kar lahko vodi do nastanka stereotipov. Izzive v kulturni raznolikosti vidimo kot kulturne, rasne in etnične skupine znotraj družbe. Ti faktorji lahko vodijo do predsodkov, ki nakazujejo na pomanjkanje zavedanja in kulturne neobčutljivosti.
Keywords:	Pogajalski proces, poslovna pogajanja, medkulturne razlike, pogajalske taktike
Place of publishing:	[Maribor
Publisher:	N. Tominc
Year of publishing:	2022
PID:	20.500.12556/DKUM-81665
UDC:	005.32/.33
COBISS.SI-ID:	124584707
Publication date in DKUM:	06.10.2022
Views:	654
Downloads:	134
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:	07.05.2022

Secondary language

Language:	English
Title:	Intercultural diversity and tactics of business negotiations on the example of selected countries
Abstract:	We never get what we want in life, we get what we are willing to negotiate for. We can change something, to get what we want. We must first know what we really want - otherwise we will lose. It is necessary to negotiate completely for everything. It is in our best interest to understand the interests of other people, which means that the one we are negotiating with is not an enemy but a business partner. Otherwise, it is difficult to achieve what we want. Culturally diverse environments are those that create new challenges in identifying, educating and researching different cultural groups. Intercultural diversity indicates the need to know different societies. Companies have different values and influence a variety of tactics in business negotiations around the world. Cultural differences affect negotiation in the way people gain trust and share information. Obtaining information in negotiations is crucial. How do cultural differences affect business negotiations? What negotiation styles are closer to whom, depending on which continent or country they live in? What are the customs and values of people around the world? The answers to these questions include intercultural diversity and tactics of business negotiations. Ultimately, the various negotiating strategies are also influenced by age, visibility and social status. There are several main areas where differences between cultures come to the fore. Formal or informal approach. Direct or indirect style of communication. The desire to win in negotiations or the desire to compromise. With or without the inclusion of emotions. Desire for long-term cooperation or just a one-time deal. Decisions are made together with the team or are made by the leader himself. Cultures can have fundamental differences which can lead to stereotypes. We see the challenges in cultural diversity as cultural, racial and ethnic groups within society. These factors can lead to prejudices that indicate a lack of awareness and cultural insensitivity.
Keywords:	Negotiation process, business negotiations, intercultural differences, negotiation tactics

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