BUSINESS NEGOTIATION TACTICS IN DIFFERENT CULTURES

V nalogi so obravnavana poslovna pogajanja z vidika njihove uspešnosti. Pogajanja so namenjena usklajevanju stališč, ki so vedno posledica različnih interesov. Ker se s pogajanji srečujemo čedalje bolj pogosto, ne le v poslovnem, temveč tudi v zasebnem življenju, je dobro poznati vse dejavnike, ki lahko odločilno vplivajo na njihovo uspešnost. Na trgu se srečujemo z vedno močnejšo konkurenco, zato je uspešnost poslovanja podjetij neposredno odvisna od spretnosti njenih pogajalcev. Uspešnost poslovnih pogajanj lahko dosežemo, če skušamo poleg lastnih potreb zadovoljiti tudi potrebe pogajalcev nasprotne strani. Uspešnost pogajanja temelji torej na poskusu usklajevanja, kaj pomeni za nas dober rezultat, s tistim, kaj pomeni dober rezultat za drugo stran. Če želimo doseči, da bosta obe strani nekaj dosegli, moramo biti dobro pripravljeni, pozorni in prilagodljivi. Medkulturni pogajalci se morajo zavedati kulturnih razlik in se naučiti določenih značilnosti kulture nasprotne strani, saj bodo le tako uspešni v mednarodnih pogajanjih. Največji vpliv na uspešnost poslovnih pogajanj ima prav gotovo priprava na pogajanja. Priprava zajema določitev temeljnih usmeritev, ciljev pogajanj, izbiro strategije, zbiranje informacij in ostale, prav tako pomembne sestavine. Na uspešnost poslovnih pogajanj pa poleg priprave vpliva ves ostali proces pogajanj. Med samim potekom pogajanj je potrebno pravilno upoštevati nasprotno pogajalsko stran in delati čim manj napak. Prav tako pa ne smemo zanemariti izkušenj pogajalca, pripravljenost za učenje in razvoj pogajalske spretnosti. Znanje, zaupanje in zanesljivost so temelji uspešnega pogajanja.This diploma paper deals with negotiations and factors which make negotiations successful. Negotiating is intended for adjusting different points of view which are always a consequence of different interests. It is useful to know all the factors which make negotiations successful because negotiations are more and more important and often in our business and private lifes. Because the competition on the market is strongly increasing, the success of a company is directly dependent on the skulls of their negotiators. We can achive success of business negotiations if we try to please not only our personal needs but also the needs of our adversary. The art of negotiations is based on the adjustment of what we consider as a good resault and that what the other side considers as a good result. If we want to reach that both sides achieve something, we have to be well prepared, attentive and adaptable. Intercultural negotiators have to pay great attetion to intercultural differences and learn certain important cultural characteristics of the opposite side- this is an absolute prerequisite for success in international negotiation. The most important factor is preparation. During preparation we can set our basic directions and objecitevs, we select negotiating tactics and gather important informations. But there are many other factors that are very important, too. The entire negotiation process is very important. It is vital that the opposite side is corectly respected and that we don\u27t make manj mistakes. The success of a certain business is influenced also by negotiator\u27s experiences, willingness for learning and the development of the negotiating skills. Knowledge, trust and reliability are the basis of a successful negotiation