PROCESS OF NEGOTIATIONS IN PURCHASE AND COMMUNICATION BETWEEN NEGOTIATORS

V diplomskem delu sem preučevala proces pogajanja in komuniciranje pogajalcev. S pogajanji se srečujemo prav vsak dan zato bi morali pogajanjem posvetiti več pozornosti predvsem zaradi tega, ker se na trgu srečujemo z vse močnejšo konkurenco. Pogajanje je edinstven, nikoli rutinski proces, pri katerem ni enotne formule, ki bi nam zagotavljala uspeh. Zelo pomembno je, da se pogajalec dobro pripravi na pogajanja. Sama priprava zajema določitev cilja, zbiranje informacij, sestavo pogajalske skupine, lokacijo pogajanj itd. Izidi pogajanj so edino pravo merilo uspešnosti dela, zato so pogajanja bistvena sestavina poslovnega delovanja in posebej dejavnost menedžerjev v organizacijah. Pri pogajanjih gre za proces sporazumevanja za usklajevanje interesov, v katerem več udeležencev vpliva med seboj pri nastajanju skupnih odločitev. V zadnjem delu diplomske naloge pa sem spoznala kako pomembno je komuniciranje v pogajanju in vpliv različne kulture, ki je v zadnjih dveh desetletjih močno pridobila na pomenu in je povezana s procesi globalizacije svetovnega gospodarstva.In this degree paper I was studying the process of negotiations and also the communication between negotiators. We come across negotiation situations every daytherefore we should pay more attention to it, especially because we meet harder and harder competition on the market. Negotiation is unique process that doesn\u27t come with instructions for success. It is very important to be prepared for it. The preparation contains from setting the goals, getting necessary information in advance, putting together the proper team, finding suitable location for the meeting, etc. The outcome of the negotiations is the real measuring tool for successful worktherefore negotiations are the vital part of business and managers. Negotiations are the process of adjusting the interests between parties, where more participants are influencing common decisions. The last part of this degree paper is showing how important is the communication during business negotiations. A big influence also comes from different cultures that increased its value in last two decades and are very connected with globalization process of world trade