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master's thesis
KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA
Zagreb: University of Zagreb, Faculty of Economics and Business, 2019. urn:nbn:hr:148:739273
Pušić, Patricia
University of Zagreb
Faculty of Economics and Business
Department of Marketing

Institutional repository: REPEFZG

Cite this document

Pušić, P. (2019). KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA (Master's thesis). Zagreb: University of Zagreb, Faculty of Economics and Business. Retrieved from https://urn.nsk.hr/urn:nbn:hr:148:739273

Pušić, Patricia. "KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA." Master's thesis, University of Zagreb, Faculty of Economics and Business, 2019. https://urn.nsk.hr/urn:nbn:hr:148:739273

Pušić, Patricia. "KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA." Master's thesis, University of Zagreb, Faculty of Economics and Business, 2019. https://urn.nsk.hr/urn:nbn:hr:148:739273

Pušić, P. (2019). 'KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA', Master's thesis, University of Zagreb, Faculty of Economics and Business, accessed 06 November 2024, https://urn.nsk.hr/urn:nbn:hr:148:739273

Pušić P. KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA [Master's thesis]. Zagreb: University of Zagreb, Faculty of Economics and Business; 2019 [cited 2024 November 06] Available at: https://urn.nsk.hr/urn:nbn:hr:148:739273

P. Pušić, "KOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA", Master's thesis, University of Zagreb, Faculty of Economics and Business, Zagreb, 2019. Available at: https://urn.nsk.hr/urn:nbn:hr:148:739273

Metadata
TitleKOMPARATIVNA ANALIZA KROSKULTURNIH DIMENZIJA MEĐUNARODNOG POSLOVNOG PREGOVARANJA
Title (english)COMPARATIVE ANALYSIS OF CROSS-CULTURAL DIMENSIONS IN INTERNATIONAL BUSINESS NEGOTIATIONS
AuthorPatricia Pušić
MentorMarija Tomašević-Lišanin (mentor)
Committee memberMirko Palić (predsjednik povjerenstva)
Committee memberMiroslav Mandić (član povjerenstva)
GranterUniversity of Zagreb
Faculty of Economics and Business
(Department of Marketing)
Zagreb
Defense date and country2019-09-25, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Marketing
Abstract
U radu se nastoji istražiti utjecaj kulture u pregovorima s poslovnim partnerima iz različitih zemljopisnih i kulturnih okruženja. Razmatra se pojmovno određivanje kulture i pregovaranja te analiziraju dominantni pregovarački stilovi u određenim dijelovima svijeta temeljem proučavanja postojećih sekundarnih podataka. Glavni cilj istraživanja je bio istražiti koji kulturološki čimbenici utječu na poslovno pregovaranje u pojedinim zemljama svijeta te dobivene rezultate usporediti s dominantnim pregovaračkim stilovima u Republici Hrvatskoj. Osim sekundarnih, u radu se koriste i primarni podaci koji su prikupljeni intervjuiranjem te anketnim ispitivanjem poslovnih ljudi u Republici Hrvatskoj. Na kraju rada obrađuju se podaci koji bi uz sva ograničenja, trebali dopuniti postojeća saznanja povezana s temom rada, barem na indikativnoj razini. Bolje poznavanje i uvažavanje međusobnih kulturoloških sličnosti i razlika trebalo bi pojednostaviti, ali i pospješiti ishode međunarodnih poslovnih pregovora. Na kraju se donosi zaključak o tome koje su implikacije i utjecaj kulture na pregovaranje sa poslovnim partnerima u Republici Hrvatskoj i svijetu.
Abstract (english)
The paper seeks to explore the impact of culture in negotiating with business partners from different geographical and cultural backgrounds. The conceptual definition of culture and negotiation is discussed, and dominant negotiation styles in certain parts of the world that have been studied through existing secondary data are analyzed. The main objective of the research was to investigate which cultural factors influence business negotiation in individual countries, and to compare the results to the dominant negotiating styles in the Republic of Croatia. In addition to the secondary data, the paper uses primary data which was collected through interviews and surveys of people in the Republic of Croatia. At the end of the paper, data is processed, which with all its limitations should supplement the exiting knowledge associated with the subject of the paper, at least on a indicative level. A better understanding and appreciation of our cultural similarities and differences should render the results of international business negotiation simpler and more successful. Finally, the paper concludes on the implications and impact of culture on negotiating with business partners in the Republic of Croatia and worldwide.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:148:739273
Study programmeTitle: Business Economics
Study programme type: university
Study level: graduate
Academic / professional title: magistar/magistra ekonomije (magistar/magistra ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2019-09-26 09:42:42