384 KB62 KB200920252022Svetličič, Marjanštevilka:1letnik:14str. 1-15DOI:10.32015/JIBM.2022.14.1.5COBISSID_HOST:113753347ISSN:1855-6175URN:URN:NBN:SI:doc-XIR4F0QDenDoba EpisMednarodno inovativno poslovanjekompetencekulturne razlikemenedžerjiPoslovna pogajanjaHow to negotiate with the Chinese?| Kako se pogajati s Kitajci?|The objective of this article is to enhance bargaining competences of managers negotiating with Chinese partners. It was achieved first by evaluating general characteristics of cross-cultural negotiations, followed by specifics of negotiating with the Chinese partners. Based on the mistakes managers do in negotiating with Chinese partners, special attention was directed to: prevailing values, communication specifics, dualism in negotiating with foreigners (ying-yang), the importance of keeping up one’s respect, relationships (guanxi) and differences in terms of time, organization of the meetings, and finally, their view on contracts. Mastering such specifics and avoiding too frequently rooted stereotypes are preconditions for success on the Chinese marketCilj tega članka je okrepiti pogajalske kompetence menedžerjev pri pogajanjih s kitajskimi partnerji. To je bilo doseženo najprej z ocenjevanjem splošnih značilnosti medkulturnih pogajanj, natopa s posebnostmi pogajanj s kitajskimi partnerji. Glede na napake, ki jih menedžerji delajo pri pogajanjih s kitajskimi partnerji, je bila posebna pozornost namenjena prevladujočim vrednotam, komunikacijskim specifičnostim, dualizmu pri pogajanjih s tujci(ying-yang), pomenu ohranjanja ugleda, odnosih (guanxi) in razlikam v odnosu do časa, organizaciji sestankov in končno njihov odnos do pogodb. Obvladovanje takšnih posebnosti in izogibanje prepogostim globoko zakoreninjenim stereotipom sta predpogoja za uspeh na kitajskem trguTEXTznanstveno časopisjejournalsSlovenian National E-content AggregatorNational and University Library of SloveniaDOBA Fakulteta za uporabne poslovne in družbene študije Maribor