undergraduate thesis
BUSINESS NEGOTATION IN INTERNATIONAL BUSINESS

Maja Šipek (2015)
Virovitica College
Metadata
TitlePOSLOVNO PREGOVARANJE U MEĐUNARODNOM POSLOVANJU
AuthorMaja Šipek
Mentor(s)Anita Prelas Kovačević (thesis advisor)
Abstract
Rad započinje pojmom globalizacije - temelj međunarodnog poslovanja upravo zbog toga jer od globalizacije sve kreće budući da međunarodnih pregovaranja ne bi ni bilo da nije došlo do globalizacije koja je cijeli svijet povezala u jednu cjelinu. Ona dolazi od pojma global, koji se odnosi na sveukupnost ili općenitost. Globalizacija je proces zbliženja pojedinca, država i regija u integrirani sustav ljudske zajednice. Poslovno pregovaranje je važan dio poslovnog života. Ljudi je prakticiraju u privatnom i poslovnom životu prilikom interakcije s drugima. Pregovaranjem kompanije stječu nešto što nemaju, a treba im. Pregovaranje se vrši komunikacijom. Komuniciranje je proces prijenosa informacija od jedne osobe k drugoj. Istaknuto je internacionalno komuniciranje kod kojeg se pregovaranje i komuniciranje vrši s više naroda različitih kultura. Način na koji će menadžer pristupiti komunikaciji u svijetu i između različitih kultura presudan je za uspostavljanje uspješne suradnje i općenito za uspjeh menadžmenta ali i organizacije. U globalnoj okolini poslovni partneri u pregovaranju su često iz različitih zemalja i različitih kultura. Pregovaranje u međunarodnom okruženju mogu otežati različiti običaji, vrijednosti, stavovi, navike, norme i drugi kulturni čimbenici sudionika u pregovaranju. Dobar pregovarač prije samog početka pregovora treba proučiti sve čimbenike i uči spreman u pregovore. Najbolji način ponašanja u međukulturalnim pregovorima je poštivati kulturne norme drugog pregovarača i prilagođavati svoju strategiju kako bi ona bila u skladu s ponašanjima u toj kulturi.
Keywordsglobalization negotiation communicating international business global economy
Parallel title (English)BUSINESS NEGOTATION IN INTERNATIONAL BUSINESS
GranterVirovitica College
PlaceVirovitica
StateCroatia
Scientific field, discipline, subdisciplineSOCIAL SCIENCES
Information and Communication Sciences
Communicology
Study programme typeprofessional
Study levelundergraduate
Study programmeManagement; specializations in: Management in Computer Sciences, Management in Rural Tourism
Study specializationManagement in Computer Sciences
Academic title abbreviationbacc.oec.
Genreundergraduate thesis
Language Croatian
Defense date2015-09-16
Parallel abstract (English)
The paper starts with defining the term globalization, which is the foundation of international business making and it unifies the whole business world. It connects the individual, the country and the whole region into a bigger integral system. Business Negotiation is an important part of business life. People practice it on every day basis. With negotiation companies acquire something that they lack. Negotiation is done by communicating, which is a process of information transferring from one person to another. The paper deals with international communication, which consists of negotiating and communicating with different people and different cultures. The approach in communicating and negotiating with different cultures, that manager chooses to use, is of great importance if success is to be guaranteed. In a global environment business partners are often negotiating with partners from different countries and cultures. Negotiating in an international environment can be difficult due to different customs, values, attitudes, habits, norms and other cultural factors. A good negotiator before the start of negotiations should study all the factors and enter negotiations prepared. The best way to conduct cross-cultural negotiations is to respect the cultural norms of other negotiators and adapt his/her strategy to make it consistent with the behavior in that culture.
Parallel keywords (Croatian)globalizacija pregovaranje komuniciranje međunarodno poslovanje globalna ekonomija
Resource typetext
Access conditionAccess restricted to students and staff of home institution
Terms of usehttp://rightsstatements.org/vocab/InC/1.0/
URN:NBNhttps://urn.nsk.hr/urn:nbn:hr:165:477496
CommitterEnes Ciriković