Business Marketing Negotiation Patterns in China and their Implications for Korean Firms

• 영문명: Business Marketing Negotiation Patterns in China and their Implications for Korean Firms
• 발행기관: 한국무역연구원
• 저자명: 이신교(Shin-Kyuo Lee)
• 간행물 정보: 『무역연구』제6권 제1호, 363~381쪽, 전체 19쪽
• 주제분류: 경제경영 > 무역학
• 파일형태: PDF
• 발행일자: 2010.03.30

영문 초록

With the establishment of Korea and China’s diplomatic relationship in 1992, the business activities between Korea and Chinahave been showing the trend of booming so far. Both the countries have become become close trading partners to each other. Even though the two countries are historically and geographically closely related, there are some differences in their business negotiation practices due to different social backgrounds and business culture. By analyzing the characteristics of business culture and negotiation practices in China, this article suggests some negotiation tactics that the Korean business negotiators can adopt to have good business negotiation results with the Chinese counterparts.

목차

Abstract

I. Introduction

II. Literature Review on Negotiation

III. Negotiation Practices of Chinese Businessmen

IV. Implications for Korean Firms

V. Conclusions

References

키워드

Negotiation negotiation practice negotiation process negotiation tactic