메뉴 건너뛰기
Library Notice
Institutional Access
If you certify, you can access the articles for free.
Check out your institutions.
ex)Hankuk University, Nuri Motors
Log in Register Help KOR
Subject

Cultural Differences and the Willingness to Negotiate Lease Agreements
Recommendations
Search
Questions

논문 기본 정보

Type
Academic journal
Author
CHOI, NA JIN (Northwestern University)
Journal
Legal Research Institute KOOKMIN UNIVERSITY Seoul Korea KOOKMIN LAW REVIEW Vol.27 No.3 KCI Accredited Journals
Published
2015.2
Pages
165 - 190 (26page)

Usage

cover
📌
Topic
📖
Background
🔬
Method
🏆
Result
Cultural Differences and the Willingness to Negotiate Lease Agreements
Ask AI
Recommendations
Search
Questions

Abstract· Keywords

Report Errors
One of advanced negotiation skills is taking cultural appreciation and affiliation during a table of cross-cultural negotiators. Looking at how culture impacted negotiation is very crucial during an international negotiation in this global era. To get an effective cross-cultural negotiation, we should recognize the difference of the each culture, and identify the key dimensions by which culture affects judgment, motivation, and behavior at the bargaining table. As one of effective strategies for cross-cultural negotiation, I would like to stress distinguishing three dimensions of culture: (1) individualism vs. collectivism; (2) egalitarian vs. hierarchy; (3) direct vs. indirect communication. In this paper, I will show one of the effects that culture might have on willingness to negotiate whether what the respondents’ culture involves by experiment survey base upon empirical study. I wanted to examine if there would be a statistically significant difference between the ways that people in different cultures approach negotiation, and if this difference would impact the willingness to negotiate. I have tried to figure out the following: how individual and collective orientation; egalitarianism and hierarchy; and direct and indirect communication skills, as shaped by culture, might influence a rental negotiation.

Contents

Ⅰ. Introduction
Ⅱ. Basic Concepts: Cultural Values
Ⅲ. Methodology
Ⅳ. Analysis of Data
Ⅴ. What the Data Tells Us
Ⅵ. Conclusions
References
ABSTRACT
국문초록

References (8)

Add References

Recommendations

It is an article recommended by DBpia according to the article similarity. Check out the related articles!

Related Authors

Frequently Viewed Together

Recently viewed articles

Comments(0)

0

Write first comments.

UCI(KEPA) : I410-ECN-0101-2016-360-001350087