Suchergebnisse

Pogajanja so v življenju ljudi prisotna vsakodnevno, saj med seboj neprestano komuniciramo in izmenjujemo informacije. V sam proces pogajanj sta vključena vsaj dva udeleženca, ki lahko imata povsem različne ali pa skupne interese. Namen pogajanj je usklajevanje interesov za doseganje končnega sporazuma, ki naj bi bil koristen za obe strani. V svojem delu sem se osredotočila predvsem na medkulturna poslovna pogajanja, natančneje na poslovna pogajanja z ruskimi partnerji. V prvem delu naloge sem opredelila teoretični koncept pogajanj, nadaljevala z opredelitvijo poslovnih pogajanj na medkulturni ravni in se nato še natančneje osredotočila na specifični ruski pogajalski slog. Pri pogajanjih s tujimi poslovnimi partnerji velja biti pozoren na številne dejavnike, ki vplivajo na sam izid pogajanj. Potrebno je dobro poznavanje kulture države iz katere prihaja partner, prav tako je zelo priporočljivo vsaj temeljno poznavanje njihov običajev in jezika. V raziskovalnem delu naloge sem povzela izkušnje zaposlenih v izbranem podjetju, ki so se v preteklosti že pogajali z ruskimi poslovnimi partnerji. Za pridobivanje potrebnih informacij sem z zaposlenimi izvedla globinski intervju, ki bo obsegal 15 vprašanj. Na podlagi pridobljenih informacij sem oblikovala smernice za vse poslovneže, ki sodelujejo ali imajo v prihodnosti namen sodelovati z ruskimi poslovnimi partnerji. V sklepnem delu naloge sem povzela glavne ugotovitve in ugotovila, da k uspešnim pogajanjem z ruskimi poslovnimi partnerji v največji meri pripomore dobro poznavanje ruske kulture in njihovih običajev ter vzpostavitev pristnih odnosov, ki temeljijo na osebnem poznanstvu. Prav tako sem ugotovila, da se ruski pogajalski slog močno razlikuje od evropskega. ; Negotiations are present in people's lives every day as each other constantly communicate and exchange information. Negotiation is a process, which includes at least two parties, which may have a completely different or common interests. The purpose of negotiating is to coordinate the interests of achieving a final agreement, which should be beneficial for both sides. In the theoretical part I mainly focused on cross-cultural business negotiations, specifically on business negotiations with Russian partners. In the first part I defined the theoretical concept of negotiations continued with the definition of business negotiations on an intercultural level and then more specifically focused on specific Russian negotiating style. When negotiating with foreign business partners we have to pay attention to a number of factors that affect the outcome of the negotiations. It is very necessary to have a good knowledge about the culture of the country where the business partner comes from and it is also strongly recommended to have a basic knowledge of their customs and language. In the research part of the thesis I summarized the experience of employees in selected company, which negotiated with Russian business partners in the past. In order to get the necessary information from the employees I conducted in-depth interview, which consist of 15 questions. On the base of provided information I made guidance for all businessmen who are or are attempted to collaborate with Russian business partners in future. In the final part of the thesis I summarized the main findings and came to the conclusion that if yu want to be successful in negotiations with Russian business partners, you must have a good knowledge about Russian culture and their traditions. I also found that the Russian negotiating style very different from the European.