• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.43
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• pp.457-480
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• 2009

The objective of this study is to understand negotiating dynamics across cultures by Indian businessmen and suggest proper negotiating strategies to Korean businessmen when they make a deal with Indian firms. The study proposes, as a result, twelve countermeasures as effective negotiating strategies against negotiating cultures of Indian businessmen. Better understanding on business cultures of the country with which Korea makes international transactions leads more fruitful outcome in concluding the international agreement. So cross-cultural studies are very much required for successful negotiations. Recently many Korean firms want to try to penetrate into Indian market and do successful operation because India becomes a compulsory subject for most of Korean firms. To increase possibilities of success in India, such Korean firms may consider applying the suggested negotiating strategies to the Indian business fields.

• English Language & Literature Teaching
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• v.9 no.spc
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• pp.185-208
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• 2003

The purpose of this paper is to examine some of the theories concerning socioaffective strategies, to analyze the dialogues of the students negotiating for meaning of a reading material and to suggest some implications of socioaffective strategies for teaching reading. The examination of the theories - the interaction hypothesis and the sociocultural theory - suggest that the use of socioaffective strategies facilitates more effective understanding of information that is to be found. distributed, and taken in among the participants. The discourse analyses of the students' interaction in a Korean college English reading class show ample evidence of the use of socioaffective strategies that helped them understand the meaning of a text. However, the analyses show that the strategies are mostly used to ask questions concerning the meaning of clauses. Only few analytical questions are raised for some structural and pragmatical features in the text which are crucial to the understanding of its meaning. Imbalance also exists in the types of the questions used by the participants. The analyses indicate that, instead of negotiating more interactively, the students tend to rely upon a more advanced student when they face difficult English sentences. Therefore as a conclusion this paper emphasizes the importance of teaching socioaffective strategies to help students to help themselves to become more cooperative, independent and analytical in reading English texts.

• Cross-Cultural Studies
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• v.27
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• pp.435-470
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• 2012

This paper aims to examine directives and its adjacency pair directives-responses in the Chinese textbook Hanyu Kouyu from the speech act theory, and give some suggestions for Chinese speaking instruction. For analysis of directives, it is important to consider context surrounding it at first. Context includes space for speaking, person who speak with, adjacent speech act, etc., so this paper considers context firstly before explaining directives and discusses how each element of context effects interpretation of its meaning. From the politeness perspective, directives and rejection as one of the responses are easy to be FTAs(face-threatening acts) fundamentally, so they are required to have some strategies for minimizing the threat, and it is found that there are strategies for positive face and negative face in the textbook. In the textbook, it is also examined that directives-responses contribute for interlocutor to accomplish social acts, for example, negotiating, insisting, maintaining, making alternative ideas, etc.

• International conference on construction engineering and project management
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• 2022.06a
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• pp.1240-1240
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• 2022

Construction projects are fraught with risks from cost or other overruns to accidents along with other issues. This is true whether the relevant organization is an owner, general contractor, CM, specialty-trade contractor, or other entity. When cost issues or other issues confront arise, how should an organization proceed whether attempting to gain additional compensation in terms of cost/other damages or protecting the same against such claims if they do not appear to be warranted? Enter construction cost forensics. This presentation will focus on strategies/techniques with construction cost forensics in these areas in order to be successful. Covered techniques include those to develop and analyze claims including fundamental construction cost analysis techniques. When an unexpected event disrupts a construction project, using sound analytical methods to identify the cause and quantify the extent of the issue will be important for negotiating a fair result or for obtaining a successful outcome in arbitration or litigation. Key examples of uncovering issues via construction cost forensics will be covered in this presentation.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.47
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• pp.25-48
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• 2010

The principle of parties' autonomy is one of general and dominant principles in an international trade contract. When we consider the determinants of negotiation outcomes, the negotiation is affected its result by their culture and custom. A negotiation has extensively been used a lot as a business process. As we negotiate with our clients, we have to check a lot of factors like strategies, their behaviors, culture shock and custom. That why most people have their different life and circumstance. The same words which are used its contract have several meaning. Because the words are influenced by culture and own custom. Also most people abide by their social pattern. Each culture in the world follows its own customs and traditions. Therefore, when we have the negotiation of trade contract, we have to think these factors. Then the negotiation is leaded very successful This dissertation examines the effects of the negotiators' personality and different culture and custom. On the point of a negotiating power, contracting parties are affected a lot by their usage. The culture which is influenced by contracting parties is possible to apply as a key point. So, this study will be analyzed these factors.

• Cross-Cultural Studies
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• v.50
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• pp.103-130
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• 2018

This research aims to explore the associated linguistic features and functions of Chinese as used for business trading purposes, and which is based on a discourse analysis through a case in which a Korean buyer and a Chinese supplier have exchanged Internet based e-mails. The research questions include first, the linguistic functions and characteristics of Chinese shown as identified in this trade case through e-mails, second, the use of Chinese trade specific terms, and third, the apparent and dynamic negotiation strategies that are identified as followed by the cultural value systems which are used for resolving interest conflicts and issues between the buyer and supplier in the course of negotiating business contracts between two parties. The participants of this research pertain to a Korean buyer, James and a Chinese supplier, Sonya. The associated data consists of 74 e-mails exchanged between the two parties, initiated in an effort to begin and complete a trade item, in this case namely the product of napkin holders. The research for the study is based on the discourse analysis and empirically analyses models of Chinese linguistic functions and features. The findings are the following. First, as identified, the specific Chinese functions used and sequenced in this trade case are of a procedure, request, informing, negotiation and persuasion. Second, the essential trade terms used in this business interaction involve the relevant issues of 1) ordering and price negotiating, 2) marking the origin of the products, 3) the arrangement of the product examination and customs declaration for the anticipated import items, 4) preparation of the necessary legal documents, and 5) the package and transport of the product in the final instance. Third, the impact of the similarities and differences in the cultural value systems between Korea and China on the negotiations and conflict resolution during a negotiated contract between two parties are speculated in terms of the use of culturally based techniques such as face-saving and the utilization of uncertainty-avoiding strategies as meant to prevent misunderstandings from developing between the parties. The concluding part of the study discusses the implications for a practical Chinese language education utilizing the linguistic functions and features of the Chinese culture and language strategies as useful in business associations for trading purposes, and the importance of intercultural communication styles based on similar of different identified cultural values as noted between two parties.

• Journal of Intelligence and Information Systems
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• v.8 no.1
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• pp.103-117
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• 2002

Recently, many researchers have developed applications for automated contract and negotiation using agent technologies on electronic commerce. Especially, they have tried to study negotiation mechanism applying agent instead of buyers and sellers. Traditional researches, however, often had limitations. In the researches of automated negotiation, the agents had to negotiate with the other agents for a simple negotiation issue because the mechanisms were naive. In the researches of negotiation by user interaction, the agents did not have supported the procedures and methodologies for making the automated negotiation but only supported the users by providing communication environment during the negotiation process by users. In this paper, we propose efficient negotiation model using the modified negotiation model of the game theory. In the proposed model, the agents negotiate automatically with the partner agent and make good benefits by the strategic method during the negotiation process. Each agent makes negotiation issues with user's requirements and exchanges its suggestion alternatively in each step of the negotiation process. The agent evaluates degree of satisfaction for the opposite's suggestion and uses it in the next step of suggestion. To find out the negotiation strategies of opposite side, the agent uses teaming by weights of issues. As a result, the agent improves each own benefits for the contract and reduces the unbalance of its benefits through the proposed negotiation mechanism. We implement the negotiating agents according to the proposed mechanism and prove the efficiency of the proposed model by various experimentation.

• Journal of Environmental Policy
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• v.8 no.4
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• pp.1-24
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• 2009

As commercial use of genetic resources increases in modern society, calls for fair and equitable sharing of the benefits thereof have become increasingly prominent, particularly from developing countries. As a result, negotiations have been ongoing for the "International Regime on Access and Benefit Sharing (ABS)" for genetic resources as a successor to the non-binding Bonn Guideline. 2010 has been set as the target date for the Agreement. As South Korea is more likely to be a user country of genetic resources, it will be necessary for it to take part in the negotiating process and contribute to creating the International Regime on ABS, to ensure both appropriate access to genetic resources and fair and equitable sharing of the benefits arising there from. To develop appropriate response strategies for South Korea, it is critical not only to closely examine the negotiations within the framework of the CBD but also to engage in discussions within thescope of related international organizations and domestic legislation. To achieve this goal, it is imperative for South Korea to form a comprehensive Government Response System, composed of relevant governmental bodies including the Ministry of Foreign Affairs and Trade, and the Ministry of Environment, etc.