BUSINESS NEGOTIATIONS WITH PARTNERS FROM CZECH REPUBLIC IN THE CASE OF TAB COMPANY

Vsi ljudje se pogajamo, pa naj bo to na zavedni ali nezavedni ravni. Pogajati se začnemo že kot otroci. Takrat so najpogostejše teme pogajanj o tem, kaj bomo jedli, oblekli, kam bomo šli, kaj bomo naredili in kaj ne. Kot najstniki se s starši zopet pogajamo na primer o tem, kako dolgo bomo lahko ostali zunaj. Kadar se udeležimo kakšnih tržnic, sejmov, imamo prav tako možnost, da se na primer pogajamo o nižji ceni. S pogajanji se srečujemo na vsakem koraku. Nekateri pogosteje, drugi malo manj. Pogajamo se lahko v prostem času ali v službi. Nekateri se s pogajanji ukvarjajo poklicno. To najpogosteje zasledimo v poslovnem svetu. Da dosežemo uspešen izid pogajanj, moramo imeti o tem nekaj znanja. Zelo dobro moramo poznati vse stopnje pogajanj in vedeti, kaj moramo znotraj posamezne stopnje storiti. Ker imajo pogajalci sami velik vpliv na končni izid pogajanj, je potrebno vedeti, kako se med pogajanji obnašati in kakšne lastnosti, osebnostne značilnosti naj imajo pogajalci. V primeru, da se soočamo z mednarodnimi pogajanji, je potrebno podrobno proučiti in poznati kulturo nasprotne strani. V tem magistrskem delu, ki je sestavljen iz dveh delov, se bom osredotočila predvsem na poslovna pogajanja na Češkem. Prvi del je teoretičen, drugi del pa empiričen, kamor bom vključila intervju, ki ga bom izvedla z zaposlenim v podjetju TAB d.d.All human beings are negotiating, whether it is on the conscious or unconscious level. Negotiating begins already in the childhood. At that time, the most common subjects of negotiation are about what we eat, wear, where to go, what to do and not to do. Teenagers negotiate with their parents again, for example, about how long they can stay out. When we attend some markets, fairs, we also have the opportunity to, for example, negotiate for a lower price. We are faced with negotiating at every turn. Some people more frequently, the others slightly less. Negotiating can take place in the leisure time or at work. Some people are professionally engaged in negotiations, which is most commonly the case in the business world. To achieve a successful outcome of negotiations, we need to have some knowledge about negotiating. We must be very familiar with all stages of the negotiations and know what we need to do within each stage. As negotiators themselves have a big influence on the final outcome of the negotiations, it is necessary to know how to behave during negotiations and what qualities, personality characteristics negotiators ought to have. In the event that we are faced with international negotiations, it is necessary to examine in detail and know the culture of the other side. In this thesis, which consists of two parts, I will focus primarily on commercial negotiations in the Czech Republic. The first part is theoretical, while the second part is empirical, which will include an interview I have conducted with the employees of the company TAB d.d