Poslovna pogajanja podjetja Zottel z nemškimi partnerji

• Main Author: Adam, Maja
• Other Authors: Završnik, Bruno
• Format: Master Thesis
• Language: Slovenian
• Published: [M. Adam] 2015
• Subjects: Pogajanje; pogajalski partner; pogajalske taktike; kultura; Nemčija.; Negotiations; negotiator; tactics; culture; Germany.; info:eu-repo/classification/udc/005.57; sami
• Online Access: https://dk.um.si/IzpisGradiva.php?id=55161; https://dk.um.si/Dokument.php?id=82210&dn=; http://www.cobiss.si/scripts/cobiss?command=DISPLAY&base=cobib&rid=12183836&fmt=11

V magistrskem delu opisujem etične, moralne, kulturne ter še mnoge druge razlike, ki obstajajo med pogajalci v Sloveniji in Nemčiji. Natančneje pa sem opisala tudi nemški pogajalski slog, ter se osredotočila na samo izbiro pogajalcev, njihove vloge pri pogajanjih, na kompleksnost jezika, pomen časa ter drugih običajev. Navedla sem tudi poglavitne značilnosti po katerih nemški pogajalci slovijo ter na katere se moramo ob sami pripravi na pogajanja z njimi orientirati in se jih držati, saj bomo le v tem primeru lahko dosegli za nas ustrezen kompromis oziroma posel. Podjetje Zottel Trade d.o.o. že šest let uspešno promovira in pokriva del nemškega trga. Njihov način poslovanja sem opisala v praktičnem delu magistrske naloge. Teža posameznih značilnosti se tako v Nemčiji kot tudi v drugih državah razlikuje od podjetja do podjetja, obstajajo pa določena pravila, ki jih nemški pogajalci spoštujejo in od njih ne odstopajo. Slednje bi lahko predstavljal čas, ki ima pomembno težo in daje prvi vtis, ki si ga nemški pogajalec ustvari o svojem nasprotniku. In my master’s degree I describe ethical, moral, cultural and many other differences that exist among negotiators in Slovenia and Germany. In particular I describe German negotiation style and focus on the selection of negotiators itself, their roles in negotiations, language complexity and meaning of time and other customs. I also list the main characteristics that German negotiators are known by and which we should prepare for ourselves while preparing for negotiations and then also stick by them, for this is the only way we can achieve a compromise or deal that suits our needs. The company Zottel s.p. has been active in promotion on a part of German market for the last three years. I describe their ways of conducting business in the practical part of my work. The weight of individual characteristics can be different from an organization to organization, let alone from one culture to another. There are however some ground rules that German negotiators usually follow. One of these could be time, which is important and leaves the first impression that a German negotiator creates of his opponent.