The influence of cultural costums on the sucessfulness of hotel negotiations

Unutar ovog diplomskog rada pod nazivom „Utjecaj poznavanja kulturnih običaja na uspješnost pregovora hotela na području Istre“ objašnjeno je što je poslovno pregovaranje i kulturni običaji, njihova važnost, te istraživanje o hotelskom turizmu Istre. Multikulturalnost, prednosti i nedostaci te preporuke za provedbu uspješnog poslovnog pregovaranja, ovaj se rad isto dotiče. Provedeno je istraživanje na pregovaračkim kadrovima hotela u Istarskoj regiji kao jednoj od predvodnica turizma Republike Hrvatske. Objašnjava se i analizira zbog čega Istra ima jedan od najvažnijih hotelskih segmenata i turizma općenito . Uspješnost se ne ogleda ostvarivanju financijske koristi već ostvarivanje što većih vrijednosti za goste, prilagodbi hotelskih lanaca ali i povećanju zadovoljstva i motiviranosti zaposlenika. Na kraju rada se daju prijedlozi bolju implementaciju strategija za unapređenje poslovanja dobivenih iz rezultata ankete.Within this thesis entitled "The impact of knowledge of cultural customs on the success of hotel negotiations in Istria" it is explained what business negotiations and cultural customs, their importance, and has been done a research on hotel supply in Istria. Multiculturalism, advantages and disadvantages, and recommendations for the implementation of successful business negotiations are also touched upon in this paper. A survey was conducted on the negotiating staff of hotels in the Istrian region as one of the leaders in tourism of Republic of Croatia. It explains and analyzes why Istria has one of the most important hotel segments and tourism in general. Success is not only reflected in the realization of financial benefits, but in the realization of the greatest possible value for guests, the adjustment of hotel chains, but also increasing the satisfaction and motivation of employees. At the end of the paper, suggestions are given for better implementation of business improvement strategies obtained from the survey results