Business negotiations in the MERCOSUR countries

Pregovaranje je eksplicitna, dobrovoljno dogovorena razmjena između ljudi koji žele nešto jedan od drugoga, odnosno iznalaženje uvjeta za dobivanje onoga što želimo od nekoga tko želi nešto od nas. Smatra se jednom od najstarijih ljudskih aktivnosti koja se svakodnevno koristi u privatne i poslovne svrhe. U ovom diplomskom radu analiziraju se osnove poslovnog pregovaranja, faze koje se prolaze prilikom pregovaračkog procesa, te strategije koje se koriste kako bi se zadovoljile obje pregovaračke strane. Za uspješnu poslovnu suradnju s inozemnim poslovnim partnerima neophodno je poznavati njihovu kulturu. Svaka nacija ima određeni način ponašanja, različite zakone i određene obrasce vođenja poduzeća. Naglasak je stavljen na zemlje MERCOSUR-a pa se rad bazira na kulturološkim razlikama između Argentine, Brazila, Paragvaja, Urugvaja i Venezuele. Na kraju rada napravljena je komparativna analiza između navedenih zemalja i pridruženih zemalja članica čime se nastoji istaknuti važnost poznavanja različitih kultura i koliko to utječe na uspjeh u pregovaranju.Negotiation is an explicit, voluntarily agreed exchange between people who want something from each other, or getting what we want from somebody who wants something from us. It is considered as one of the most ancient human activities that are daily used for private and business purposes. This master thesis analyses the basics of business negotiation, the steps that take place during the negotiation process and the strategies which are used to satisfy both negotiating parties. For a successful business cooperation with foreign business partners it is of utmost importance to know their culture. Each nation has a certain way of behavior, different laws and certain models of doing business. The focus was on the MERCOSUR countries, so this master thesis is based on the differences between Argentina, Brazil, Paraguay, Uruguay and Venezuela. At the end there is a comparative analysis between countries and associate member countries in order to emphasize the importance of knowledge of different cultures and how it affects success in the negotiations