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학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
커뮤니티
연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
초록· 키워드
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According to Sun Tzu’s Art of War, “if you know yourself and your enemy you win hundred battles out of a hundred.” This is also apply for international business field. International business negotiation will not be failed if you know counter party’s behavior and understand their culture and customs.
The cooperative approach is known as interest-based negotiation. Interest-based negotiation is particularly effective in a global business characterized by diversity. We often need to reach agreement with people who are different from us - culturally, ethnically, or economically. If we cannot get beyond the differences, they can create obstacles to agreement. To do this, we need to focus on the interests of the parties instead of on the parties’ differences. Every culture has their own distinctive feature that the people from outside seems not understand but they must have the optimistic attitude which complies with.
The purpose of this paper, from the point of view above, is to examine cultural differences that could make sure comparative advantage in business negotiation of the enterprises who eager to expand their market or to invest internationally. This paper especially shows cultural deferences among Korea, China and Japan in terms of business we must consider.
The cooperative approach is known as interest-based negotiation. Interest-based negotiation is particularly effective in a global business characterized by diversity. We often need to reach agreement with people who are different from us - culturally, ethnically, or economically. If we cannot get beyond the differences, they can create obstacles to agreement. To do this, we need to focus on the interests of the parties instead of on the parties’ differences. Every culture has their own distinctive feature that the people from outside seems not understand but they must have the optimistic attitude which complies with.
The purpose of this paper, from the point of view above, is to examine cultural differences that could make sure comparative advantage in business negotiation of the enterprises who eager to expand their market or to invest internationally. This paper especially shows cultural deferences among Korea, China and Japan in terms of business we must consider.
목차
Abstract
Ⅰ. 서론
Ⅱ. 국제협상 및 문화적 선행연구 고찰
Ⅲ. 한중일 비즈니스 문화 및 특성
Ⅳ. 한중일 비즈니스의 협상 전략
Ⅴ. 요약 및 시사점
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UCI(KEPA) : I410-ECN-0101-2013-326-000770332