Trust and Honesty in International Business Negotiations

• 영문명: Trust and Honesty in International Business Negotiations
• 발행기관: 한국무역연구원
• 저자명: Shin-Kyuo Lee
• 간행물 정보: 『무역연구』제6권 제4호, 1~12쪽, 전체 12쪽
• 주제분류: 경제경영 > 무역학
• 파일형태: PDF
• 발행일자: 2010.12.30

영문 초록

Drawing from the literature of cross-cultural management, negotiation behavior, trust and honesty, this paper presents the relationship between honest and the outcomes of international business negotiations. Trust is deemed to be a mediating variable affecting the outcomes of business negotiations when negotiators employ during their negotiations., Students majoring business from Korea and America participated in a buyer and seller negotiation simulation and their performance in the game and the results of their questionnaire were analyzed. This study shows that honesty in the business negotiations can affect differently in each country. It implies that effective negotiators involved in cross-cultural business negotiations should be aware of this differences and adjust their strategies accordingly..

목차

Abstract

Ⅰ. Introduction

Ⅱ. Theoretical Perspective

Ⅲ. Research Methodology

Ⅳ. Results

Ⅴ. Conclusions

References

키워드

Trust honesty business negotiation tactic negotiation outcome