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Ljudje se pogajamo ne glede na to, ali se tega zavedamo ali ne. Ta proces je del nas že od malih nog. Pogajamo se na vseh aspektih življenja, od igre do tega, kaj bomo jedli, oblekli, kam bomo šli in kaj bomo delali. V otroštvu se pogajamo za igrače, kot najstniki se pogajamo o tem, do katere ure smo lahko s prijatelji zunaj, v odraslem svetu pa spet pridemo do pogajanj, ali v procesu izobraževanja ali v službi s svojimi sodelavci ali nadrejenimi. Veliko ljudi se s pogajanji ukvarja poslovno. Za poslovna pogajanja potrebujemo veliko pridobljenih znanj, če želimo, da bo cilj na koncu pogajanj dosežen. Znanje, veščine in tudi osebne lastnosti pogajalcev so izrednega pomena. Pogajalec mora biti vešč komunikacije, široko razgledan in mora poznati različne kulture ter njihove specifike, da se v mednarodnem okolju lahko dobro znajde. Prav z odprtjem mednarodnega trga je večji pretok kapitala, storitev, blaga in ljudi, kar pomeni, da se tudi pogajalci pri svojem delu pogosto srečujejo z ljudmi iz različnih kulturnih ozadij. Poznavanje različnih kultur je vsekakor velika konkurenčna prednost pred drugimi, ki tega ne poznajo. V prvem delu magistrskega dela opisujemo proces pogajanj, taktike pogajanj in primerjavo kultur na mednarodnih pogajanjih. V tem delu smo se osredotočili na pogajalski slog, glavne značilnosti, po katerih slovijo določene kulture, kako se je treba na pogajanja z njimi pripraviti in katerih pravil se je treba držati, da bodo pogajanja na koncu uspešna. V magistrskem delu smo opisali kulturne značilnosti in pogajalski slog pogajalcev iz Združenih držav Amerike, Nemčije, Velike Britanije, Kitajske in Češke. V drugem delu magistrskega dela smo se osredotočili na podjetje Val skupina d. o. o., in sicer je v empirični del vključen intervju z direktorjem podjetja. People are negotiating, regardless of whether they are aware of it or not. Negotiating begins already in the childhood. We negotiate on all aspects of life, from what we eat, wear, where we go. In childhood we are negotiating for toys, as teenagers we are negotiating how long can we stay out an in the adulthood we are negotiating with our coworkes. Some people are professionally engaged in negotiations, which is most commonly in the case in the business world. In business negotiations, we need a lot of acquired knowledge, if we want to achieve a successful outcome. We must be very familiar with all stages of the negotiations and know what we need to do within each stage. It is necessary to know how to behave during negotiations and what qualities, personality characteristics negotiators ought to have. Along with globalization comes a constant flow of people, informations, and their interaction within enviroment. A detailed knowledge of cultures of different nations provides a good negotiator with an advantage and leads to a greater chance of conducting bussines abrouad. Knowledge of different cultures is certainly a major competitive advantage over others who are not familiar with that. In this thesis I describe process of negotiation, negotiation tactics and comparing cultures in international negotiations. In this section, we focus on negotiating styles with different cultural background. In this thesis, we also describe the cultural characteristics and styles of negotiation for Negotiators from the United States, Germany, Britain, China and the Czech Republic. The second part of this thesis is empirical, which will include an interview I have conducted with the company Val skupina d. o. o. |
