• International Area Studies Review
• /
• v.13 no.1
• /
• pp.417-444
• /
• 2009

In October 2005, the Russian government started an investigation if safeguard measures against the importation of Korean sodium cyanide products could be taken. With Russia being a non-WTO member country, the Korean side found themselves in different situation from previous negotiation cases with developed or WTO member countries. Although several elements of trade negotiation theories such as goal setting, bargaining power, and relationship could apply, new constraints of limited information access and uncertainty of administrative procedures should be overcome. Combination of the governmental negotiation, assistance of the Russian consumer group, and the application of related laws led the Russian authority to dismiss the case. I suggest that there be some built-in channels for gathering information of non-WTO member countries.

• Korea Trade Review
• /
• v.42 no.5
• /
• pp.161-182
• /
• 2017

This study is to conduct a stakeholder analysis using Project Stakeholder Management Model established by US Project Management Institute (or PMI) in order to identify current stakeholder related to Korea's trade policy and to establish the stakeholder management process for Korea's trade negotiation. Project Stakeholder Management Model includes four stages such as identifying, planning, managing, and controling stakeholder. The stakeholder management process for Korea's trade negotiation classifies domestic stakeholder into two category; internal stakeholder and external stakeholder. This research suggests that Korea should invite consumer groups, labor unions, and farmer's association into the official communication channel of trade authority while unifying the current stakeholder management divisions and relevant advisory committees within the trade ministry.

• International Commerce and Information Review
• /
• v.14 no.3
• /
• pp.429-451
• /
• 2012

The purpose of this paper is to find what factors have an influential effect on motive and intention of using the unethical negotiation tactics. It is interesting to find that opportunism was not related to unethical negotiation tactics such as inappropriate information gathering and competitive bargaining in our Korea's sample. On the other hand, idealism and Machiavellianism had positive impact on managers' perceptions of unethical negotiation tactics within our sample. To explain the environmental perspective, the lower level of legal punishment system encourages them to use the unethical tactics without hesitation. On the other hand, organizational goal might have not a related on the perception of unethical negotiation tactics. To reduce the potential risk of use of unethical negotiation in the international negotiation process, international negotiators should find the counterpart negotiator' character before attending negotiation table, and international managers would be better to employ a local agent who can understand local negotiating counterpart, so they can assist them in early stage of negotiation.

• The Korea Swine Journal
• /
• v.17 no.8 s.192
• /
• pp.56-57
• /
• 1995

지금까지 굴욕적인 협상이라고 비난하던 사람들까지도 지난 실무협상에서 우리의 주장을 떳떳이 밝히고 한미간의 쌍무협상에서 WTO로 넘어가게 되었을 때는 박수를 친바 있었으나 이번 정부 조치는 너무 쉽게 무너진 것으로 정부 협상 태도에 실망을 금할 수 없다. 특히 국내 사정이 냉장육으로 유통되기 어려운 낙후된 환경에서 국민보건보다는 미국의 통상압력만을 생각해서 타협한 것은 납득하기 어려운 것이다.

• International Area Studies Review
• /
• v.13 no.2
• /
• pp.550-572
• /
• 2009

This paper investigates the textile negotiations between Korea and the U.S. which Korea, as a weaker party in the bilateral trade negotiation, was recognized as making a good performance by Odell(1985). Using the documents of Korean governments at the time - Ministry of Foreign Affairs and the Ministry of Commerce and Industry - telegrams and reports from various sources the paper picks a leveling factor during the negotiations. In the paper, we used a dynamic concept of power for describing the negotiating power, and showed Korea succeeded in making the negotiation symmetric using the Special Cooperative Relationship(SCR) as one of the most conspicuous leveling factors during the textile negotiations with the U.S. The paper contributes to finding the factors that can be used in the negotiations with power asymmetry as a leveling factor for weaker country. Also, based on the findings from the paper, future negotiators can get insights on which factors be used, and how to use those factors for leveling the negotiations with a stronger counterpart.

• Journal of International Area Studies (JIAS)
• /
• v.22 no.2
• /
• pp.81-110
• /
• 2018

In this paper, we examined the regional economic integration, the trade negotiation strategy and bargaining power of the European Union through the logical structure of the three - dimensional game theory. In the three - dimensional game theory, the negotiator emphasized that the negotiation strategy of the triple side existed while simultaneously operating the game standing on the boundary of each side game, constrained from each direction or occasionally using the constraint as an opportunity. The study of three-dimensional game theory is aimed at organizing the process of coordinating opinions and meditating interests at the international level, regional level and member level by the regional union as a subject of negotiation. This study would compare and analyze the recently concluded EU-Japan EPA (Economic Partnership Agreement) negotiation process with the case of the EU FTA, and summarize the logic of the three-dimensional game theory applicable to the FTA of the regional economic partnership. Furthermore, the study would illustrate the strategies of the regional economic cooperatives to respond to negotiations. The area of trade policy at the EU level has already been completed by the exclusive power of the Union on areas where it is difficult to politicize with technical features. Moreover, the fact that the policy process at the Union level has not been revealed as a political issue, and that the public opinion process is a double-step approach. In conclusion, the EU's trade policy process constitutes a complicated and sophisticated process with the allocation of authority by various central organizations. The mechanism of negotiation is paradoxically simplified because of the common policy decision process and the structural characteristics of the trade zone, and the bargaining power at the community level is enhanced. As a result, the European Commission would function as a very strong negotiator in bilateral trade negotiations at the international level.

• Monthly Duck's Village
• /
• s.65
• /
• pp.57-61
• /
• 2008

정부가 내주 중에 한미 자유무역협정(FTA) 비준동의안을 국회에 제출할 예정이다. 이혜민 외교통상부 FTA 교섭대표는 "비준동의안 국회제출에 필요한 절차는 모두 마친 상태, 당정간 협의를 거쳤으며 내주에 비준동의안을 국회에 낼 계획"이라고 말했다. 지난 주 사실상 타결된 한.인도 CEPA(포괄적 경제동반자 협정)에 대해 이 대표는 인도가 일본, 유럽연합(EU) 등 이들 선진국과의 협상에 시간이 걸릴 것으로 전망하였으며 이번 협상에서 인도 측은 상품에 따라 관세를 협정 발효와 함께 즉시 또는 5년 내 철폐 방안과 8년 내 관세 축소 방안, 8년 뒤 1-1.5% 관세인하 방안, 10년 내 기존 관세를 50% 감축하는 방안에 대해 우리 측과 합의했다.협상이 진행중인 한.EU FAT는 오는 7일과 19일 각각 수석대표 회담과 통상장관 회담을 갖고 자동차 기술표준과 원산지 등 핵심쟁점에 대한 절충을 벌일 예정이다

• International Commerce and Information Review
• /
• v.17 no.3
• /
• pp.155-176
• /
• 2015

This study examines the close relationship between trust and global business negotiations. Kristen Blankley(2010) pointed out three level of trust impacting each negotiation stage: calculus-, knowledge-, identification-based trust. In this regard, the present study examines the relationship between each level of trust and the process of business negotiations by focusing on Canadians and Koreans who had business negotiation experience with Chinese counterparts. For Canadian respondents, calculus-based trust and identification-based trust didn't have significant effects on the negotiation atmosphere, whereas they did for Korean respondents. For Canadian respondents, knowledge-based trust had the greatest effect on each step of the business negotiation process.

• 월간 기계설비
• /
• s.4
• /
• pp.84-100
• /
• 1990

한미통상마찰등에 가려 관심권 밖으로 밀려나 있던 GATT(관세 및 무역에 관한 일반 협정) 우루과이 라운드 협상이 올 연말 협상 타결이 시한으로 다가옴에 따라 자국에게 좀더 이익이 갈 수 있도록 하기 위해 부산한 움직임을 보이고 있다. UR협상은 동구권의 자유시장 경제체제로의 편입과 함께 세계 경제질서의 재편을 가져오는 가장 중요한 변화 요인으로서 대외에 개방적 운용이 불가피한 우리의 경제에 커다란 영향을 미칠 것으로 전망되고 있다. 건설부문도 예외는 아니여서 정부 및 관계자들이 우리쪽으로 유리한 타결을 위해 고심하고 있다.

• 월간 한농연
• /
• s.70
• /
• pp.14-21
• /
• 2008

4월 18일 쇠고기 협상이 타결된 지도 어느덧 60일이 넘었다. 그간 직접적인 피해자인 축산농가를 포함한 농업인과 많은 국민들은 굴욕적인 협상을 반대하며 계속된 촛불행렬로 무능한 정부를 규탄해 왔다. 쇠고기 문제는 아직 해결되지 못하였지만, 그간의 이러한 전 국민적인 관심과 운동은 추가협의와 고시 유보 등의 성과를 내었다. 이에 농업인의 생계보장과 국민의 건강권 확보를 위해 앞으로 넘어야 할 산은 많이 남아 있지만, 쇠고기 협상 과정을 되짚어 보면서 우리의 요구안을 재확인 해보고자 한다.