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V diplomskem projektu smo obravnavali poslovna pogajanja in njihovo uspešnost. Pogajanje pomeni znati najti pravo mero med popuščanjem in prepričevanjem v namen, da bi dosegli obojestransko zadovoljstvo in uspeh. Uspešnost pogajanj namreč pomeni sporazum, ki prinaša korist vsem, ki so bili udeleženi v proces pogajanj. S pogajanji se zavedno ali nezavedno srečujemo vsak dan tako v poslovnem kot tudi vsakdanjem življenju. Glavni kriterij uspešnosti pogajanj je ustrezna priprava. Ostali kriteriji so še izbira pogajalcev, etika in bonton, pogajalska moč, pogajalske strategije in taktike itd. Potrebno je tudi spoznati cilje nasprotnika in paziti na napake. Vedeti je potrebno, da če v pogajanju želimo nekaj dobiti, se moramo nečemu odreči. Uspešen razplet pogajanj je takrat, kadar sta zadovoljni obe pogajalski strani. V raziskavi smo dobili odgovore anketnih vprašalnikov s strani zavarovalnih agentov iz različnih mariborskih zavarovalnic, preverjali pa smo predvsem njihovo uspešnost pri poslovnih pogajanjih, saj se s tem ukvarjajo vsak dan. Analizirali smo njihovo delo in spoznali, da so poslovna pogajanja v zavarovalnicah v Mariboru v več kot 50 % uspešna. Zavarovalni agenti, ki so tam zaposleni, dobro poznajo dejavnike uspešnosti pogajanj in se znajo na pogajanja ustrezno in temeljito pripraviti. Najpogosteje uporabljajo integrativni pristop, ki omogoča zmago vsem, ki so bili udeleženi v proces pogajanj. Neupoštevanje etike in bontona pri poslovnih pogajanjih v mariborskih zavarovalnicah nima večjega vpliva, saj se mariborski zavarovalni agenti v večji meri ne dovolijo zmesti in ob primeru neprijetnega počutja ne delajo ključnih pogajalskih napak. Ugotovili smo, da bolj kot nasprotnik lahko na mariborske zavarovalne agente vplivajo oni sami, saj se med pogajanji počutijo najbolj neprijetno, kadar niso dovolj dobro pripravljeni. This diploma project deals with business negotiations and their successfulness. Negotiation means finding the right measure among concession and persuasion. It also means an agreement that brings advantage to all who were engaged in the process of negotiation. We meet with negotiations consciously or unconsciously every day both in business and in private life. If we want to be successful in negotiations, we have to prepare properly, choose the right negotiators, consider ethics, negotiating power, negotiating strategies and tactics, etc. It is also important to get to know opponent’s goals and pay attentions to mistakes. If we want to win something in negotiations, we have to also refuse something. The negotiations are successful when both sides are satisfied. We used anonymous questionnaires to find out how successful insurance agents who work in different insurance companies in Maribor are. We analyzed their work and realized that business negotiations in those insurance companies are successful in more than 50 %. Insurance agents who work there know all factors of successfulness of negotiations well. They are aware of importance of proper preparation. Most of time, they are using integrative approach, that makes both sides satisfied. Disregard of ethic at business negotiations does not have bigger influence on successfulness, because insurance agents who work in insurance companies in Maribor do not allow it. In case of unpleasant feelings they are not making negotiating mistakes. We learned that insurance agents can jeopardize successfulness of negotiations mostly by themselves, when they are not prepared enough.

Tako v vsakdanjem življenju kakor v poslovnem svetu se nenehno srečujemo z različnimi stališči glede doseganja ciljev. Pogajati, nabavno ali nasploh, pomeni skušati doseči soglasje, sporazum glede česa. Pogajanje je zbliževanje stališč glede ciljev ali doseganja ciljev. Pogajanja so ciljna dejavnost, saj pogajalci skušajo doseči skupna stališča udeležencev. Vsako pogajanje ima svoj določen cilj. Diplomski seminar se osredini na nabavna pogajanja: kako potekajo kaj vse je potrebno, da se pogajanje uspešno zaključi. Da je pogajanje uspešno, je pomemben posameznik, zaposleni v podjetju, ki je usposobljen in ima znanje za pogajanje. Zraven tega je tehtno, da se na pogajanje temeljito pripravi in je pripravljen tudi na negativne stvari. V praktičnem delu diplomskega seminarja predstavimo, kako poteka nabavno pogajanje v podjetju Savatech, d. o. o. Z anketnim vprašalnikom ugotavljamo, katere aktivnosti najpogosteje uporabljajo zaposleni pri pripravah na nabavna pogajanja kakšne komunikacije se poslužujejo kako dolgo traja nabavno pogajanje pri njih, da dosežejo svoje želene rezultate kaj mislijo o sebi – ali imajo lastnosti dobrega pogajalca. Just like in everyday life, both in the business world is constantly facing with different positions in terms of achieving the objectives. Negotiated, so the cost as generally means attempting to reach a consensus agreement on something. Negotiation is a convergence of views on objectives or in terms of achieving the objectives. Negotiations are target activity, since trying to negotiators to achieve common positions of the participants. Each negotiation has its own specific goal. In the diploma seminar I will present the cost of negotiations, how are, what all is needed to negotiate successfully completed. To negotiate successfully is an important individual, employed by a company which is qualified and has the knowledge to negotiate. next to this important to the negotiation, thorough preparation and is willing to on the negative things. In the practical part of the seminar, I will present how is the cost of negotiation in the company Savatech d. o.on.. With the help of anketnega the questionnaire I found out which activities in preparation for an purchase negotiations most frequently applied, what kind of communications they make, how long it takes for the cost of negotiating with them to achieve their desired results, and what they think about themselves or they have the properties of good by the negotiator.

Poslovanje podjetij s tujino je postalo vsakodnevna realnost. Podjetja se srečujejo z izzivi mednarodnega poslovanja. Pridobivanje poslov poteka skozi poslovna pogajanja. Ko se srečajo s tujimi kulturami, ki so različne naši, pride do prenekaterih ovir za vstop na tuji trg. Tu je poznavanje procesa pogajanj in tuje kulture ključnega pomena za premagovanje teh ovir. Da bi vstopne ovire kar se da uspešno premagali, bomo v prvem delu podrobno spoznali pomen poslovnih pogajanj, pogajalski proces, vse od priprav na pogajanja pa do podpisa sporazuma. Ugotovili bomo pomen mednarodnih poslovnih pogajanj in njihove strategije za vstop na tuji trg. Spoznali bomo vlogo in pomen pogajalskih taktik in slogov ter okoliščine za njihovo uporabo. Za uspešno pridobivanje poslov v različnih kulturnih okoljih je poznavanje kulture tuje pogajalske stranke prvotnega pomena. Tako bomo podrobno spoznali pomen nacionalnih kultur v mednarodnih poslovnih pogajanjih, vpliv kulturnih dejavnikov, seznanili se bomo s Hofstedejevo teorijo kulturnih dimenzij, raziskali vpliv kulturnih razlik na mednarodna pogajanja, preučili vpliv predsodkov in stereotipov na pogajalce in podrobneje spoznali medkulturno komunikacijo. Analizirali bomo pomen etičnega obnašanja v večkulturnem okolju in se seznanili s prakso obdarovanja s tujimi poslovnimi partnerji. V drugem delu bomo na podlagi izkušenj uspešnega slovenskega podjetja Medex analizirali pogajanja na treh različnih svetovnih trgih. Tako bomo teoretični del podprli z dejansko poslovno prakso, ki jo ima podjetje s pridobivanjem poslov v mednarodnem okolju. Preučili bomo pogajalski slog izbranih držav in analizirali ugotovitve, ki smo jih pridobili na podlagi intervjuja. V sklepnem delu bomo povzeli celotne ugotovitve, ki smo jih preučevali v diplomskem delu. Doing business on an international level is nowadays a completely straightforward affair. This stimulates business organizations to find solutions for the challenges of cross-cultural business undertakings. Deals are made through business negotiations. When coming across a culture, which is different from ours, we are faced with many obstacles before entering a foreign market. In this case, getting to know the negotiation process of the counterparts and their culture in general can become a vital element in removing these obstacles. In order to remove the obstacles as successfully as possible, we will first get to know the role of business negotiations and the negotiation process itself, starting with preparation for negotiations and ending in the signing of an agreement. We will identify the meaning of international business negotiations and different strategies for entry into foreign markets. We will describe the role and goal of negotiation tactics and styles as well as the circumstances surrounding their use. For successful conclusion of deals in different cultural environments, knowing the culture of your counterpart is of crucial importance. We will thoroughly explain the meaning of national cultures in international business negotiations, the impact of cultural differences on international negotiations, study the impact of prejudice and stereotypes on negotiating parties, and learn more about inter-cultural communication. We will also analyze the purpose of ethical behavior in a multi-cultural environment and describe the usual terms of giving and receiving gifts. In the second part we will analyze negotiations on three international markets from the perspective and experience of successful Slovenian company Medex. This will supplement the theoretical part of our dissertation with the practical examples of a company acquiring business partners on an international level. We will study different negotiation styles in selected countries and analyze the findings from the interview we have performed. The dissertation will conclude with a summary of findings as answers to questions we have posed at the beginning of our research.

Podjetja se zaradi vedno večjega trženja in prisotnosti pogajanja na mednarodnem trgu čedalje bolj pogosto srečujejo s posamezniki iz različnih kultur. Z naraščanjem medkulturnih stikov se povečuje tudi število in pomembnost medkulturnih pogajanj. Tako je pogajalec danes izpostavljen vedno večji kulturni raznolikosti. Zato je za medkulturnega pogajalca danes toliko večjega pomena poznavanje različnih kultur, s katerimi se lahko sreča v medkulturnih pogajanjih. V diplomskem delu želimo prikazati, kakšen pomen ima kultura v medkulturnih pogajanjih, ki predstavljajo za pogajalce mnogo večji izziv kot pogajanja na monokulturnem nivoju, saj pogajalski strani ne delita istih vrednot, norm, občutij in vedenja ter načinov mišljenja. Predstavili smo opredelitev kulture, njene sestavine in značilnosti ter različne pristope pri preučevanju kulture, medkulturna poslovna pogajanja, proces pogajanj, različne pogajalske strategije in taktike, ter prikazali različne pogajalske sloge in navedli, na kaj naj bi bili pogajalci, ki se pogajajo s predstavniki drugih pogajalskih slogov, pozorni. Due to increased marketing and negotiations on the international market, companies often meet with individuals from different cultures. With increasing intercultural contacts the number and importance of intercultural negotiations is also increased. Thus, the negotiator is today exposed to a growing cultural diversity. Therefore the knowledge of different cultures, which he can encounter in intercultural negotiations is today of a much greater importance for the intercultural negotiator. In the thesis we wish to show the importance of culture in intercultural negotiations, which represent much greater challenge for the negotiators than negotiations on mono-cultural level, since the negotiating parties do not share the same values, norms, feelings and behaviors and ways of thinking. We will present the definition of culture, its components and characteristics as well as different approaches to the study of culture, intercultural business negotiations, the negotiation process, different negotiating strategies and tactics, and show different negotiating styles as well as indicate what the negotiators who negotiate with representatives of other negotiating styles should pay attention to.

Pot podjetnika, ki želi mednarodno poslovati ni lahka. Odgovoriti mora na pomembna vprašanja ter resno pristopiti k prvemu koraku poslovanja, to je procesu pogajanj. Kako lahko to stori, bom raziskala v magistrskem delu, kjer se bom osredotočila na poslovna pogajanja v medkulturnem okolju. Najprej bom raziskala proces pogajanj, njegove sestavine in značilnosti. Prav tako bom predstavila pogajalske strategije in taktike, ki jih lahko pogajalci uporabljajo za doseganje zastavljenih ciljev. Za lažje razumevanje delovanja in motivov nasprotne strani bom predstavila tudi pogajalske stile ter sloge, še posebno tiste, ki so značilni za pogajalce posameznih kultur.V mednarodnem poslovanju zagotovo ne moremo mimo koncepta kulture, saj se je treba zavedati, da se predstavniki posameznih kultur med seboj razlikujejo, ne samo po jeziku, ki ga govorijo, temveč po mnogih drugih značilnostih oziroma sestavinah kulture, kot so vrednote, navade, norme, verovanja, umetnost, etika ter druge življenjske razmere. Zaradi navedenega bom predstavila tudi pojem kulture, njene sestavine, razlike v medkulturnem komuniciranju, kulturne razlike v mednarodnih pogajanjih ter pomen etike v le teh. The path of entrepreneurs into the foray of international business is not easy. They have to find answers to important questions and have, a serious approach to the first phase of doing business that is the process of business negotiations.This master thesis will investigate strategies and tactics of business negotiations on an international scope.

Magistrsko delo govori o poslovnih pogajanjih med poslovnimi partnerji Slovenije in Velike Britanije. Govori o njihovih značilnostih, pristopih, poslovnem komuniciranju, kulturi, etiki in morali ter podrobno o samem pogajalskem procesu. Izpostavljene so predvsem pogajalske taktike, strategije in koncepti poslovnih pogajanj. Poznavanje le-teh je izrednega pomena za pogajalce, saj jim njihovo poznavanje lahko pripomore k uspešnejšemu pogajanju z poslovnimi partnerji ne glede na to, ali so domači ali tuji. V magistrskem delu so izpostavljene tudi lastnosti pogajalcev iz Slovenije in Velike Britanije, njihove slabosti in prednosti. Poznavanje lastnosti udeležencev poslovnih pogajanj nam lahko olajša poslovna pogajanja, saj lahko delno že predvidimo situacijo in potek pogajanj. Vsak narod ima nekatere skupne lastnosti, ki so splošno znane, le raziskati jih je potrebno. Seveda pa je vsak človek unikaten, tako da teh lastnosti ne moremo posplošiti na vsakega državljana neke države, lahko pa določimo nek okvir, v katerem se bo po vsej verjetnosti gibal. Pomembno je tudi okolje, iz katerega so posamezni pogajalci, zato sem se odločil tudi na kratko opisati državo Veliko Britanije ter njene značilnosti, kot so kratka zgodovina, gospodarski in politični sistem, poslovni običaji, zunanja trgovina ter njihovo poslovanje s Slovenijo. Celotno vsebino magistrske naloge sem uporabil kot podlago za izvedbo ankete, s katero sem anketiral ljudi, ki so se v preteklosti oz. se še danes pogajajo z poslovnimi partnerji iz Velike Britanije. V zadnjem delu magistrske naloge so predstavljene ugotovitve izvedene ankete, ki nam kažejo, da se želijo slovenski poslovneži čim bolje odrezati v poslovnih pogajanjih in se trudijo slediti najnovejšim trendom ter se čim bolje prilagoditi danim situacijam. Na takšen način se želijo pokazati kot dobri pogajalci ter dobri poslovneži. V tem delu so povzeti tudi ključni predlogi poslovnih pogajanj z partnerji Velike Britanije. Master's thesis talks about the business negotiations between business partners from Slovenia and Great Britain. Talks about its characteristics, types, business communication, culture, ethics and morality as well as detailed about the negotiating process. Emphasis on negotiation tactics, strategies and concepts of business negotiations. Knowledge of these is of paramount importance to negotiators because they can contribute their knowledge to successfully negotiate with business partners, regardless of whether they are domestic or foreign. In this thesis are also exposed properties of negotiators from Slovenia and Great Britain, their advantages and disadvantages. Knowing the characteristics of participants in business negotiations, we can facilitate business negotiations, in part because it can already foresee the situation and progress of the negotiations. Every nation has some common characteristics that are generally known, but need to be explored. Of course, each person is unique, so that these properties can’t be generalized to every citizen of a country, but you can define a framework within which they will in all likelihood moves. It is also important the environment from which the individual negotiators are, so I decided to also briefly describe the state of Great Britain and a lot of its features, such as a brief history, economic and political system, business customs, foreign trade and their business with Slovenia. The entire contents of the master's thesis I used as the basis for the survey, with which I interviewed people who have been in the past or are still negotiating with business partners from Great Britain. The last part of the master's thesis presents the findings of the survey, which show that the Slovenian businessmen want to make the best cut in business negotiations and are trying to follow the latest trends and best to adapt the given situations. In this way they want to show themselves as good negotiators and good businessmen. In this section summarizes the key proposals for business negotiations with partners of Great Britain.

V magistrski nalogi smo obravnavali vpliv kulture na mednarodna pogajanja na primeru ZDA, Japonske in Italije. Najprej smo opredelili kulturo, s pomočjo različnih avtorjev, nato kulturne dejavnike in Hofstedove kulturne dimenzije. Opredelili smo mednarodna pogajanja, natančneje obravnavali pogajalski proces, vse od priprav na pogajanja do zaključka pogajanj. Nato smo predstavili interakcijski model štirih pogajalskih stilov in za vsak stil navedli lastnosti pogajalcev določenega stila. Opredelili smo najpogosteje uporabljene pogajalske taktike in sloge pogajanj. Za Američane je značilno, da se poslužujejo agresivnega pogajalskega sloga, Japonci se poslužujejo hladnokrvnega in Italijani popustljivega pogajalskega sloga. Podrobneje smo predstavili koristne in škodljive lastnosti pogajalcev. Za vsako izmed obravnavanih držav smo izdelali profil države, kjer smo predstavili osnovne značilnosti ZDA, Japonske in Italije. S pomočjo različnih avtorjev smo izdelali tabelo, s katero smo povzeli kulturne in pogajalske značilnosti ZDA, Japonske in Italije. Spoznavanje nasprotnikove kulture je dolgotrajen proces, saj ima vsaka kultura svoj jezik, norme, navade, vrednote, prepričanja, religijo in navade. Ugotovili smo, da poznavanje kulture izboljša medsebojne odnose, pripomore k uspešnejšemu izidu pogajanj in ublaži vpliv kulturnega šoka. In these master thesis , we discussed the impact of culture on international negotiations in the case of the U.S., Japan and Italy. First, we define culture through a variety of authors, then cultural factors and Hofstede cultural dimensions. We have defined the international negotiations, specifically discussed the negotiation process, all of the preparations for the negotiations to a conclusion negotiations. Then, we present an interaction model four negotiating styles and for each style we indicated features of negotiators a certain style. We have identified the most common negotiating tactics and styles of negotiations. For Americans is characterized by aggressive negotiating style, for Japanese is engaging cold negotiating style and for Italians a permissive negotiating style. More specifically, we present useful and harmful properties of the negotiators. For each of the countries, we created profile of a country, where we present the basic characteristics of the U.S., Japan and Italy. With various authors, table was compiled, which we summarize the characteristics of cultural and negotiating the U.S., Japan and Italy. Getting to know your opponent's culture is a long process, because each culture has its own language, norms, attitudes, values, beliefs, religion and habits. We were discovered knowledge of the culture to improve relationships, contribute to a more successful outcome of the negotiations and mitigating the impact of culture shock .

Ugotavljamo, da se vloga in pomen nabave v zadnjih desetletjih spreminjata. Nabava ni več oddelek, ki samo oskrbuje podjetje z surovinami, izdelki in storitvami. Nabava je postala pomembna strateška funkcija, ki z zniževanjem nabavnih stroškov pomembno vpliva na dobičkonosnost podjetja. Prava izbira dobaviteljev in dobri, partnerski odnosi z dobavitelji, so ključnega pomena za uspešno poslovanje podjetij. K uspešnem doseganju ciljev nabave ter uspešnosti podjetja kot celote zagotovo pripomorejo tudi učinkovita poslovna pogajanja. Pogajalski proces je eden najpomembnejših nabavnih postopkov, ki je temelj za dobro delo nabavnega oddelka. Uspeh v pogajanjih zahteva dobro pripravo. V pripravah zberemo in analiziramo razpoložljive informacije o predmetu in partnerju v pogajanjih, določimo cilje in vsebino pogajanj, sestavimo pogajalsko skupino in jim dodelimo pooblastila. V tej fazi določimo tudi taktike, ki jih bomo uporabljali za dosego zadanih si ciljev. Podjetje Voza v procesu pogajanj uporablja tehnike, ki ji omogočajo sodelujoča razmerja. S svojimi strateškimi dobavitelji razvija partnersko sodelovanje, saj se zaveda, da dolgoročno sodelovanje, ki temelji na medsebojnem zaupanju in obojestranskem zadovoljstvu, prinaša več koristi kot enkratne kupčije. Tudi v konkretnem primeru nabavnih pogajanj podjetja Voza, vidimo, da je dosežen sporazum odraz prilagajanja obeh strani, kjer se obe strani trudita doseči najboljši dogovor, ki bo ohranil konkurenčno prednost obeh podjetij. Pogajanja ne smemo razumeti kot tekmovanje, ampak kot proces zbliževanja med dvema strankama in iskanje najboljših možnih rešitev za obe strani Evidently, the role and importance of procurement have changed in the past decades. Procurement is no longer considered as a division supplying a company with raw substances, products and services. It now performs an important strategic function by reducing supply costs. As a result, it contributes significantly to the profitability of companies. Successful operation of companies largely depends on the careful choice of suppliers and good partner relations. Effective business negotiations are certainly a good way to attain procurement goals and the success of the company as a whole. The negotiation process is one of the most considerable procurement processes because it functions as the basis for good performance of the procurement division. Successful negotiations require careful advance preparation to collect and analyse available information about the subject and partner in negotiations, determine the goals and content of negotiations, create the negotiating group and give it a mandate. At this point, the tactic is planned to attain the set objectives. The company Voza applies negotiating techniques that ensure cooperative relations. The company builds partnerships with its strategic suppliers since it understands that long-term cooperation based on mutual trust and satisfaction yields more benefit than one-time deals. A concrete example of procurement negotiations in Voza indicates that an agreement was reached owing to adaptations on the two sides. In addition, both of them aimed at agreeing the best deal and preserving their competitive advantage. Negotiations should not be regarded as a competition, but rather as a process of bringing the two parties together and seeking the best possible solutions to their benefit.

Pogajanja so pot, po kateri lahko pridemo do tistega, česar nimamo, a si želimo. A kljub temu, da se skozi celo življenje ljudje nenehno pogajamo, pa so poslovna pogajanja poglavje zase, saj predstavljajo trd oreh marsikateremu poslovnežu. Biti dober pogajalec pomeni, da najprej dobro poznamo sami sebe. Pomembno je da znamo poudariti svoje dobre lastnosti, pa tudi da si priznamo svoje slabosti. Veliko se o tem, kako se uspešno pogajati, lahko naučimo iz napak, ki so jih pogajalci delali v preteklosti. Poslovna pogajanja so sestavljena iz več faz. Najpomembnejša je prva faza, to so priprave na pogajanja. V pripravah na pogajanja si določimo jasne cilje, katere želimo doseči ob koncu pogajanj. Cilji so nam ob zaključku pogajanj tudi osnova za ugotavljanje uspešnosti pogajanj. Da pa lahko cilje dosežemo, potrebujemo za to načrt. To pomeni, da moramo opredeliti pogajalsko strategijo. Ker so informacije moč, je v pripravah na pogajanja potrebno zbrati čim več informacij o predmetu pogajanj in o nasprotni strani. Druga faza v pogajalskem procesu je začetek pogajanj. V tej fazi se pogajalski strani med seboj spoznata, določita dnevni red in predstavita vsaka svoje začetne poglede na pogajanja. Tretja stopnja je iskanje sporazuma, katero bi lahko poimenovali tudi stopnja pogajanj v ožjem pomenu besede. Da je ta faza sploh smiselna, je potrebno, da sta pogajalski strani vsaj minimalno pripravljeni na dogovor. zadnja faza pa je podpis sporazuma. Pogajalske strategije in pogajalske taktike ne smemo zamenjevati. Če je pogajalska strategija splošen načrt kako doseči cilje, so pogajalske taktike orodja sredstva, s katerimi uresničujemo strategije. Pogajalskih taktik obstaja veliko število. Da izberemo pravo jih je potrebno dobro poznati in jih znati uporabljati na različne načine. The negotiations are the way which leads us to the things which we do not have, but we want to get them, and have them. Beside the fact that throughout their life people are constantly negotiating, the business negotiations are a separate issue. They are presenting the quality of many businessmen. Being a good negotiator means that we first know ourselves well. It is important that we are able to emphasize our qualities, but also to acknowledge our weaknesses. We can learn a lot about the successful negotiations from the mistakes made by negotiators in the past. The business negotiations are composed of several phases. The most important is the first phase, or better said the preparation for the negotiations. In the preparation for the negotiations are being set the clear goals, which are to be achieved, at the end of the negotiations. The goals reached and the end, are a basis for evaluating the performance of the negotiations. However, if we want to achieve the goals, we need to have a qualitative plan, at the beginning. This means that we need to define negotiation strategy. Because the information are the strongest power, in the preparation for the negotiations it is necessary to collect as much information as we can on the subject of negotiations, and certainly about the opposite side. The second phase of the negotiation process is the beginning of negotiations. At this stage of the negotiation process the both sides meet each other, they determine the agenda and present their own views on the initial negotiations. The third phase is the searching of an agreement, which could be called the stage of negotiations, in the strict sense of the word. Actually, this phase makes sense, if the both sides of the negotiation process are ready to make a deal. The last stage is the assigning the agreement. The concepts - negotiation strategy and negotiating tactics should not be confused. If the negotiation strategy means an overall plan to achieve the objectives, the negotiating tactics tools mean a realization of the strategy. There are many negotiation tactics. To choose the right ones, we should at first place be familiar with them and be able to use them in a different ways.

Delo opisuje značilnosti poslovnih pogajanj v mednarodnem okolju. Poudarek je na pogajanjih z italijanskimi dobavitelji. Dodana je empirična raziskava. This work descripts characteristics of business negotiations in international environment. The main stress is on negotiations with Italian suppliers. Also empirical research is part of this work.

V diplomskem seminarju sem obravnavala poslovna pogajanja v nabavi podjetja Kovačija Štruc Muta. V prvem delu diplomskega seminarja sem opisala nabavni managment in povezanost nabavne funkcije z ostalimi funkcijami v podjetju. Za uspešnost nabavne funkcije pa je zelo pomemben nabavno-pogajalski proces, izjemno odločilna je priprava na poslovna pogajanja. Pogajamo se vsak dan, tako v podjetjih, kot v privatnem življenju. Na rezultat in uspešnost poslovnih pogajanj vpliva osebnost pogajalca. V drugem poglavju sem se osredotočila na pogajanja in osebnost pogajalcev..Zaradi nenehnih tržnih sprememb in globalizacije pripisujejo podjetja pomembno vlogo strateškim povezavam, ki prinašajo dolgoročno korist tako dobavitelju kot kupcu. V praktičnem delu seminarja sem opisala nabavni proces na podlagi omenjenega podjetja. Prišla sem do pomembnih ugotovitev. V podjetju Kovačija Štruc Muta pripisujejo nabavni funkciji pomembno vlogo, saj se zavedajo, da lahko le tako zagotovijo uspešnost in dobiček. V podjetju nenehno bdijo na dobaviteljevimi spremembami in nabavno funkcijo povezujejo z vsemi ostalimi funkcijami v podjetju. Z novo CNC tehnologijo so dosegli višjo stopnjo konkurenčnosti, hitrejšo proizvodnjo, predvsem pa zadovoljstvo z omenjenim strojem za izdelavo orodij, s strani vodstva in vodje orodjarne. ABSTRACT In the diploma I discussed business negotiations in the company Kovačija Štruč Muta. The first part of the diploma seminar paper describes the purchasing management and the correlation of function of purchasing with other functions in the enterprise. The function of purchasing is gaining importance and it is attributed broader significance than in the past. Successful and quality purchasing enables not only undisturbed production but also lowers the expenses and increases the profit. The process of negotiation and purchasing, especially the preparation on the business negotiation is crucial for a successful purchasing function. We negotiate daily, in the companies, in our private life. The personality of the negotiator affects the result and performance of negotiations. The second chapter is focused on negotiations and pesronalities of the negotiators Because of the continuing marketing changes and globalization companies emphasize strategic connections, which bring sustainable benefit for the supplier as well as for the customer. In the practical part of the seminar paper I describes the purchasing process on the case of the mentioned enterprise. I came to some important conclusions. In the company Kovačija Štruc Muta they know that only with emphasizing the importance of the purchasing process they can enjoy profit and good results. They are carefully observing every supplier's changes and the purchasing function is being connected to all the other functions in the company. With the new CNC technology they achieved competitiveness, faster production, but most importantly satisfied managers and supervisors. Key words: business function, supplier, purchaser, strategic partners, business negotiations, purchasing and negotiable process, preparative for the purchasing negotiations, negotiable starategies, negotiable tactis.

V diplomskem delu so predstavljene splošne značilnosti pogajanj, pogajalskih strategij in uporabljenih taktik. Podrobno je predstavljena vloga in pomen pogajanj v procesu nabave in na primeru podjetja Krebe-Tippo. V prvem delu naloge je predstavljena vloga in pomen nabavnega managementa, opisani so cilji nabavnega postopka, upravljanje preskrbovalnih verig, odnosi z dobavitelji in outsourcing. Drugi del naloge govori o opredelitvi pogajanj in pravilih uspešnega pogajanja, stopnjah pogajalskega procesa, ki si sledijo od priprav na pogajanja, začetka pogajanj, procesa iskanja rešitev do doseganja sporazuma ob zaključku pogajanj. V tem delu opisujemo tudi pogajalske strategije in taktike, V tretjem delu na primeru pogajanj v nabavnem postopku podjetja Krebe-Tippo uporabimo pridobljena znanja o pogajalskem procesu in strategijah ter taktikah pogajanj. ABSTRACT The graduation thesis analyses general negotiation characteristics, negotiating strategies and tactics used. The role and importance of negotiation in purchase process on example of company Krebe-Tippo are defined in details. In the first part we present the role and the importance of purchasing management and the objectives of the purchase procedure, the purchasing and supply chain management, relationships with suppliers and outsourcing are described. The second part is presenting definition of negotiations and successful negotiations rules, negotiation stages from preparing, beginning and process of finding the agreement at the completion stage of negotiation. In the third part we discuss and use the negotiation skills, strategies and negotiation tactics as on example of purchase process in company Krebe-Tippo.