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master's thesis
KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA
Diplomski rad
2022. urn:nbn:hr:145:303396
Lučić, Danijel
Josip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
Chair of Marketing

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Lučić, D. (2022). KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad (Master's thesis). Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek. Retrieved from https://urn.nsk.hr/urn:nbn:hr:145:303396

Lučić, Danijel. "KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2022. https://urn.nsk.hr/urn:nbn:hr:145:303396

Lučić, Danijel. "KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad." Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, 2022. https://urn.nsk.hr/urn:nbn:hr:145:303396

Lučić, D. (2022). 'KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad', Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, accessed 01 April 2025, https://urn.nsk.hr/urn:nbn:hr:145:303396

Lučić D. KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad [Master's thesis]. Osijek: Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek; 2022 [cited 2025 April 01] Available at: https://urn.nsk.hr/urn:nbn:hr:145:303396

D. Lučić, "KULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad", Master's thesis, Josip Juraj Strossmayer University of Osijek, Faculty of Economics and Business in Osijek, Osijek, 2022. Available at: https://urn.nsk.hr/urn:nbn:hr:145:303396

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Metadata
TitleKULTUROLOŠKE RAZLIKE UNUTAR POSLOVNOG PREGOVARANJA : Diplomski rad
Title (english)CULTURAL DIFFERENCES IN BUSINESS NEGOTIATION : Graduate paper
AuthorDanijel Lučić
MentorHelena Štimac (mentor)
Committee memberJerko Glavaš (predsjednik povjerenstva)
Committee memberLjerka Sedlan König (član povjerenstva)
Committee memberHelena Štimac (član povjerenstva)
GranterJosip Juraj Strossmayer University of Osijek
Faculty of Economics and Business in Osijek
(Chair of Marketing)
Osijek
Defense date and country2022-09-20, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Organization and Management
Abstract
Osnovna ideja rada je bila objasniti različite pojmove kao što su kultura, komunikacija, poslovno pregovaranje i svi ostali pojmovi koji se vežu uz njih. Kultura kao krovni pojam ispod sebe nosi ostale čimbenike poput znanja, navika, običaja, društva, ponašanja, komunikacije itd. Upravo komunikacija omogućava izražavanje kulture, emocije i osjećaja na verbalan i neverbalan način. Jedan od oblika komunikacije je i poslovno pregovaranje kao ključan proces ostvarivanja dobrih poslovnih odnosa... More i dugoročne suradnje na individualnoj i na razini poslovnog subjekta. Cilj rada je bio istražiti i prikazati različite kulture, njihove karakteristike i vrijednosti te kako to sve utječe na razvoj poslovnog pregovaranja unutar određenog poslovnog odnosa. Gledajući temu, postavljene su dvije hipoteze. Prva hipoteza je propitivala voljnost pregovarača zemalja EU da ostvare rezultate pregovora koji će biti pogodni za obje strane pregovaračkog susreta. Ona je djelomično potvrđena, a kako bi se mogla u potpunosti potvrditi, potrebno je provesti istraživanje kulture pregovaranja na znatno više zemalja. Druga hipoteza se odnosila na hrvatske pregovarače i koliko su oni voljni ostvariti rezultate pregovora koji će zadovoljiti i njih, ali i drugu stranu. Ova postavljena hipoteza je potvrđena. Diplomski rad može koristiti svima koji žele nešto više znati o ponašanju za vrijeme pregovaračkog susreta unutar međunarodnog poslovanja jer su detaljno opisane sve ključne stavke pregovora u Hrvatskoj, Švedskoj, Španjolskoj, Švicarskoj, Francuskoj i Japanu. Osim njih, bit će koristan svima koji će doći u doticaj sa ovom temom na bilo koji drugi način. Less
Abstract (english)
The main idea of the paper was to explain various terms such as culture, communication, business negotiation and all other terms related to them. Culture as an umbrella term carries under itself other factors such as knowledge, habits, customs, society, behavior, communication etc. It is communication that enables the expression of culture, emotions and feelings in verbal and nonverbal ways. One of the forms of communication is business negotiation as a key process of establishing good... More business relations and long-term levels of cooperation at the individual and at the level of business entity. While looking at the topic, two hypotheses were put forward. The first hypothesis questioned the willingness of negotiators from EU countries to achieve negotiation results that will be favorable to both sides of the negotiation meeting. This has been partially confirmed, and in order for it to be fully confirmed, it is necessary to conduct research on the culture of negotiation in many more countries. The second hypothesis related to the Croatian negotiators and how willing they are to achieve the results of the negotiations that will satisfy them as well as the other side. This hypothesis was confirmed. The aim of the paper was to explore and show different cultures, their characteristics and values to see how it all affects the development of business negotiation within a particular business relationship. This paper can be useful to anyone who wants to know more about behavior during a negotiation meeting in international business because it describes in detail all the key points of negotiation in Croatia, Sweden, Spain, Switzerland, France and Japan. Apart from them, it will be useful to anyone who will come in contact with this topic in any other way. Less
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:145:303396
Study programmeTitle: Business economy; specializations in: Trade and logistics, Management, Logistic management , Business informatics
Course: Logistic management
Study programme type: university
Study level: graduate
Academic / professional title: Magistar/magistra ekonomije (Magistar/magistra ekonomije)
Type of resourceText
File originBorn digital
Access conditionsOpen access
Terms of useLicence In copyright icon
Created on2023-05-16 16:07:42
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