Pogajanja in poslovni običaji - primerjava med Nemčijo in državami bivše Jugoslavije

Zadravec, Blaž

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Title:	Pogajanja in poslovni običaji - primerjava med Nemčijo in državami bivše Jugoslavije
Authors:	ID Zadravec, Blaž (Author) ID Nedelko, Zlatko (Mentor) More about this mentor...
Files:	MAG_Zadravec_Blaz_2026.pdf (776,11 KB) MD5: 5F3B5DB06648CFE29FE08F5009BC0973
Language:	Slovenian
Work type:	Master's thesis/paper
Typology:	2.09 - Master's Thesis
Organization:	EPF - Faculty of Business and Economics
Abstract:	Ključnega pomena za uspešno dolgoročno sodelovanje je, da dobro poznamo kulturo, jezik in poslovne običaje določene države. V magistrskem delu smo predstavili Pogajanja in poslovne običaje Nemčije in držav bivše Jugoslavije. V prvem poglavju magistrske naloge smo predstavili in opredelili kulturo, poslovno kulturo, organizacijsko kulturo in številne načine vodenja. V drugem poglavju smo predstavili pogajanja, kjer smo opredelili potek in stile pogajanj. Dotaknili smo se uporabe umetne inteligence pri pogajanjih in predstavili dobre ter slabe lastnosti pogajalcev. V tretjem poglavju smo nato predstavili in opredelili komunikacijo, komunikacijski sistem, dvosmerno in enosmerno komunikacijo ter medkulturno komunikacijo. V zadnjem delu pa smo določili kriterije, po katerih smo naredili primerjavo med Nemčijo in državami bivše Jugoslavije. Glede na geografsko bližino držav večjih razlik med omenjenimi držav nismo opazili. Največje razlike smo opazili predvsem pri skupinskem delu, saj v državah bivše Jugoslavije skupinskega dela primanjkuje, v Nemčiji pa je delo v skupinah zelo razširjeno in cenjeno. Razlike med državami smo opazili tudi pri poslovnih sestankih oziroma srečanjih, kjer se Nemci po navadi pogovarjajo samo o poslovnih zadevah, v državah bivše Jugoslavije pa teme poslovnih sestankov preidejo tudi na osebno raven. Razlike med omenjenimi državami se opazijo tudi med komuniciranjem, saj dajejo Nemci velik poudarek na resnost in strogost, v državah bivše Jugoslavije pa marsikatero zadevo zapeljejo na bolj neformalen način. Velikih razlik ni bilo opaziti pri pozdravljanju, saj je rokovanje v nemški kulturi in kulturi držav bivše Jugoslavije velikega pomena. Razlik nismo opazili tudi pri poslovnih vizitkah, kjer se v vseh omenjenih državah na vizitke zapiše najbolj pomembne podatke podjetja. Tudi pri delovnih dneh in urah v omenjenih državah ni bistvenih razlik, saj imajo vse države klasičen delovni teden. Razlike se ne pojavljajo tudi pri poslovnih darilih in oblačilih, saj v vseh omenjenih državah lahko za darilo podarimo majhna in ne draga darila, oblačimo pa se v temne poslovne obleke. Velikih razlik nismo opazili pri načinu vodenja, saj se v vseh omenjenih državah določitve sprejemajo od zgoraj navzdol in je pomembna hierarhija. Tudi v našem zadnjem kriteriju pogajanja nismo zaznali velikih razlik med državami, saj v vseh državah na pogajanjih dobro opredelijo svoja stališča in mine lahko kar nekaj časa preden se doseže dogovor. V sklepnem delu magistrske naloge pa smo predstavili naše ugotovitve, podali predloge za prakso in predstavili še vedno odprte probleme.
Keywords:	Kultura, komunikacija, poslovni bonton, poslovni običaji, Nemčija, Slovenija, Srbija, Hrvaška, Bosna in Hercegovina.
Place of publishing:	Maribor
Publisher:	B. Zadravec]
Year of publishing:	2026
PID:	20.500.12556/DKUM-97807
UDC:	005:316.7
COBISS.SI-ID:	282117123
Publication date in DKUM:	18.06.2026
Views:	154
Downloads:	25
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:	15.04.2026

Secondary language

Language:	English
Title:	Negotiation and business customs: a comparison between Germany and countries of the former Yugoslavia
Abstract:	It is crucial for successful long-term cooperation to have a good knowledge of the culture, language and business customs of a particular country. In the master's thesis, we presented Negotiations and Business Customs of Germany and the countries of the former Yugoslavia. In the first chapter of the master's thesis, we presented and defined culture, business culture, organizational culture and numerous leadership styles. In the second chapter, we presented negotiations, where we defined the course and styles of negotiations. We touched on the use of artificial intelligence in negotiations and presented the good and bad qualities of negotiators. In the third chapter, we then presented and defined communication, the communication system, two-way and one-way communication and intercultural communication. In the last part, we determined the criteria according to which we made a comparison between Germany and the countries of the former Yugoslavia. Given the geographical proximity of the countries, we did not observe any major differences between the countries mentioned. We observed the greatest differences mainly in group work, since there is a lack of group work in the countries of the former Yugoslavia, while in Germany, group work is very widespread and valued. We also noticed differences between the countries in business meetings or gatherings, where Germans usually only talk about business matters, while in the countries of the former Yugoslavia, the topics of business meetings also move to a personal level. Differences between the mentioned countries are also noticeable during communication, as the Germans place great emphasis on seriousness and rigor, while in the countries of the former Yugoslavia, many things are handled in a more informal manner. No major differences were observed in greetings, as shaking hands is of great importance in German culture and the culture of the countries of the former Yugoslavia. We also did not notice any differences in business cards, whereas in all the countries mentioned the most important company information is written on the cards. There are also no significant differences in working days and hours in the countries mentioned, as all countries have a classic working week. There are also no differences in business gifts and clothing, as in all the mentioned countries we can give small and inexpensive gifts as gifts, and we dress in dark business suits. We did not notice any major differences in management style, as in all the countries mentioned decisions are made from the top down and hierarchy is important. We also did not notice any major differences between the countries in our last criterion of negotiation, as in all countries, they define their positions well during negotiations and it can take quite some time before an agreement is reached. In the final part of the master's thesis, we presented our findings, made suggestions for practice and presented still open problems.
Keywords:	Culture, communication, business etiquette, business customs, Germany, Slovenia, Serbia, Croatia, Bosnia and Herzegovina.

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