Business Negotiations with German Speaking Partners - Germany, Austria and Switzerland

Pogajanja so del našega vsakdana. Pogajamo se, ker želimo s tem nekaj doseči. S pogajanji pa se ne srečujemo zgolj v našem zasebnem življenju, ampak tudi v poslovnem svetu. Poslovna pogajanja veljajo za zahteven proces, ki mu je potrebno nameniti veliko pozornosti in predpriprav. V magistrskem delu smo se osredotočili na poslovna pogajanja z nemško govorečimi partnerji iz Nemčije, Avstrije in Švice. V teoretičnem delu smo predstavili faze, tehnike, taktike, stile in sloge pogajanj, prav tako pa smo se v delu osredotočili tudi na osebnostne lastnosti pogajalcev ter vpliv kulture in nebesedne komunikacije na razplet poslovnega srečanja. V nadaljevanju smo podrobneje predstavili tudi vse tri nemško govoreče države. V empiričnem delu magistrskega dela podajamo rezultate strukturiranega intervjuja, ki smo ga opravili s poslovnežema iz podjetij X in Y, ki oba uspešno poslujeta na nemškem ter avstrijskem oziroma švicarskem trgu. Z analizo odgovorov smo ugotovili, da je poznavanje medkulturnih razlik ključno za pozitiven potek poslovnih pogajanj. Potrdili smo tudi, da so izjemno pomembne kvalitetne priprave, predvsem na začetku posameznikove poslovne poti, ko kot pogajalec še nima večletnih izkušenj. Prav tako so nemško govoreči narodi v večji meri prepričani, da je domače okolje prednost pri poslovnih pogajanjih, pri poslovanju z njimi pa je znanje nemščine priporočljivo, ni pa nujno. Nemško govoreči partnerji pa v svetu veljajo za trde in nezaupljive pogajalce, ki so običajno skeptični do poslovanja s poslovneži z območja Balkana. Temeljni cilj magistrskega dela je bil predstaviti poslovna pogajanja v nemško govorečih državah in ugotoviti, na kaj morajo biti poslovneži pozorni ob sklepanju poslov z zgoraj omenjenimi državami.Negotiations are part of our everyday life. We negotiate because we want to achieve something. Negotiation is not something we face only in our private lives, but also in the business world. Business negotiation is considered to be a demanding process that requires a lot of attention and preparation. This master’s thesis is focused on business negotiations with German-speaking partners from Germany, Austria, and Switzerland. In the theoretical part are presented the phases, techniques, tactics, styles, and styles of negotiation. The theoretical part is also focused on the personality traits of the negotiators and the influence of culture and non-verbal communication on the outcome of a business meeting. Three German-speaking countries are presented more in detail. In the empirical part of the master’s thesis, are presented the results of a structured interview conducted with businessmen from companies X and Y, both of which are successfully operating in the German and Austrian/Swiss markets. By analysing the answers, there was discovered that knowledge of intercultural differences is crucial for a positive course of business negotiations. It was also confirmed that quality preparation is extremely important, especially at the beginning of a person\u27s business career, when he or she does not have many years of experience as a negotiator. German-speaking nations are also more likely to believe that the home environment is an advantage in business negotiations and that German language skills are recommended but not essential when doing business with them. On the other hand, German-speaking partners are seen in the world as tough and suspicious negotiators, who are usually sceptical about doing business with businessmen from the Balkans. The main objective of the master\u27s thesis was to present business negotiations in German-speaking countries and to find out what businessmen need to be aware of when doing business with the above-mentioned countries