(In)abilities to negotiate of Slovenian managers

V prispevku so predstavljena poslovna pogajanja, ki postajajo vedno bolj pomembna za vsako organizacijo. Novi pogajalski položaji so vedno bolj podobni pogajanjem med zaposlenimi. Z učenjem, kako biti boljši v pogajanjih z zaposlenimi, se pogajalci naučijo tudi, kako biti boljši v pogajanjih z dobavitelji ali kupci. Dobre lastnosti pogajalcev veliko prispevajo k njihovi uspešnosti v pogajanjih. Z raziskavo smo hoteli ugotoviti pogajalsko znanje in spretnosti slovenskih managerjev. Raziskava je dala številne ključne ugotovitve. Pogajalske spretnosti in sposobnosti slovenskih managerjev še vedno niso na zadovoljivem nivoju. Da bi bili bolj uspešni v pogajalskem procesu s tujimi pogajalci, morajo izboljšati pogajalske strategije in taktike.These paper present business negotiations which becomes more important for every organizations. This new negotiating position is very much like negotiating with colleagues. So, by learning how to strike better deals with their colleagues, the negotiator will also learn how to better deal with their suppliers or buyers. The better characteristics are really important contributors to successful negotiators. A questionnaire was developed to identify the Slovenian manager\u27s negotiation skills and knowledge. This study has produced several key findings. Skills and knowledge Slovenian managers are still not in appropriate level, so they must improve negotiation strategy and tactics to be more efficient in negotiation process with foreign negotiators