The Effect of Cultural Difference on Trade Negotiations

• 영문명: The Effect of Cultural Difference on Trade Negotiations
• 발행기관: 한국무역연구원
• 저자명: Shin-Kyuo Lee
• 간행물 정보: 『무역연구』제7권 제3호, 161~174쪽, 전체 14쪽
• 주제분류: 경제경영 > 무역학
• 파일형태: PDF
• 발행일자: 2011.09.30

영문 초록

This paper examined differences of the styles of business negotiations between Korean negotiators and other foreign negotiators from America and some European countries. Consistent with theories of individualism and collectivism, it was found that Koreans who are collectivistic prefer styles of negotiation that express more concern for the negotiation process and outcomes than their counterparts who are individualistic. Individual cultures such as America and European countries emphasize the interests of the self over an interest in harmonious relationships while Koreans representing collectivistic culture emphasize group harmony over self interests. The findings suggest that Korean businessmen should be aware that it is essential to understand the cultural difference of their counterparts and to employ right negotiation strategies to have a good negotiation results.

목차

Abstract

Ⅰ. Introduction

Ⅱ. Theoretical Background

Ⅲ. Research Methodology

Ⅳ. Results

Ⅴ. Conclusions

References

키워드

Negotiation Strategy Cultural Difference Negotiation Process Cross-Cultural Negotiation