• International Commerce and Information Review
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• v.11 no.2
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• pp.329-342
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• 2009

The purpose of this study was to identify the issues which how situational constraints of negotiation affect outcomes. To achieve the purpose of this research, a multiple regression model was set up to identify the relationships between situational constraints of negotiation and negotiation outcome on international trade contracts. To implement the study, empirical questionnaires were collected from Korean business men who have actually conducted international trade with foreign firms. Reliability analysis and factor analysis were used to assess the reliability and validity of research variables. and multiple regression analysis were used for testing the relationships between situational constraints of negotiation and negotiation outcome. From this study, following results were identified; i) situational constraints of negotiation effects on negotiation outcomes ii) arbitrary and continuous situations affect significantly positive on negotiation outcomes iii) submissive situations affect significantly negative effects on negotiation outcomes In conclusion, participant of negotiation and their managers try to promote negotiation situation toward to arbitrary and continuous situations if they have any availability.

• Korea Trade Review
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• v.46 no.2
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• pp.229-243
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• 2021

This study aims to establish a research model to see how cultural differences affect negotiation outcomes. People from different countries tend to communicate in slightly different ways. So Recognizing the cultural differences in global businesses is an important preparation process and strategy. If such preparations are not made before doing business with companies in other cultures, many conflicts could arise in the negotiation process and even the negotiations could break down. Therefore, it is important to recognize cultural differences and establish appropriate strategies in international negotiations, and it is necessary to take a look at the factors that affect them one by one. For the purpose of this study, Cultural differences based on Edward Hall's context theory and Personal characteristics were set as moderator variables. and The EU countries(low context cultures) and the Korea(high context cultures) were sampled to study the effects of Negotiation strategy(Problem-Solving Approach).

• 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.

• Asia pacific journal of information systems
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• v.9 no.2
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• pp.151-168
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• 1999

The objective of this study is to investigate the effects of different meeting modes and task types on the outcomes of group decision making. The hypotheses postulate the potential effects of different meeting modes on appropriation process; different meeting modes on group outcomes; and the appropriation process on group outcomes. A laboratory experiment was conducted. A GSS was developed using Lotus Notes for this experiment. The results provide partial support for the hypotheses derived from the theoretical model. The interaction effects between meeting modes and tasks are not always observed in the analyses. However, groups using a face-to-face meeting mode in negotiation task reach significantly higher levels of perceived outcome quality, of satisfaction with the outcome, and of satisfaction with the process than groups using a dispersed-synchronous meeting mode. It suggests that a face-to-face meeting mode can enhance the effectiveness of groups working on a negotiation task such as stakeholder analysis. Furthermore, the manner in which groups appropriate the technology significantly influence the group performance. The results support the validity and usefulness of the IRT and the AST as a GSS research framework.

• International Commerce and Information Review
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• v.8 no.2
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• pp.119-139
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• 2006

The purpose of this research is to analyze four models of global e-trade implementation which was suggested at the advance research of implementation global e-Trade with major trading countries. The main outcomes of this empirical study are as follows. For realizing global e-trade of G-Networking model country we have to implement e-trade in the field of "import & logistics". And for realizing global e-trade of P-Networking model country, it need to try in "settlement & clearance". Furthermore, for realizing global e-Trade of G-Penetration model country, we have known that the field of "import & logistics" would be implemented. Finally for realizing global e-Trade of P-Penetration model country, "settlement & clearance" could be implemented. Also, this study suggests that we have to do negotiation with China and Japan at first, and to try the area of settlement & clearance to implement the global e-Trade with Korea's 10 major trading countries.

• International Commerce and Information Review
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• v.9 no.2
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• pp.399-422
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• 2007

Like in other trade negotiations covering comprehensive sectors, it is reported that KOREA-US FTA tried so-called 'package deal' at the last minutes, when telecom services sector was positioned at the forefront and expected to partly play a role in buffering US' market-opening pressure on other sectors. Before everything else, Korean negotiators had to enhance the value of foreign ownership deregulation in telecom services sector as a leverage in the course of KOREA-US FTA negotiations. In addition, since foreign ownership change, if any, is highly sensitive issue either politically or policy-wise, it seems very difficult to find a breakthrough. Focusing on foreign ownership regulation in telecom services sector, this paper seeks how Korea has developed its strategic reasoning for negotiations and evaluates the outcomes of KOREA-US FTA negotiations.

• Journal of International Area Studies (JIAS)
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• v.14 no.1
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• pp.3-30
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• 2010

The focus of this paper is the determines of asymmetric cooperation between the European Union(and EC) and the Democratic People's Republic of Korea(DPRK). By analyzing the varying degree of cooperation and conflict by the EU and the DPRK, it argues that the outcomes of the asymmetric cooperation and conflict can be fully explained by the domestic and international variables.

• Journal of Korea Technology Innovation Society
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• v.16 no.4
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• pp.1090-1108
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• 2013

Recently national technology commercialization policy using the outcomes of public R&D has been promoting the activities of technology transfer and licensing. Firms also are considering licensing strategies to make great strides and strengthen their future competitiveness. In the licensing deals, objective and reasonable royalty determination is required to be accepted for both negotiation parties. This study analyzed the appropriate royalty range for various types of business and established three royalty influential factors with ten valuation items to explain royalty difference. This study suggested new method to estimate rationally reasonable running royalty rate, combining the appropriate royalty range from classic 25% rule and the result evaluated from royalty influential factors. The adequacy of royalty range from classic 25% rule is confirmed because its range is similar to that of royalty of transfer cases. The final estimate of running royalty can be made from linear function for royalty determination using the results of royalty range and royalty influential factors. This method suggested here is expected to practically useful to determine an appropriate running royalty rate for licensing negotiation.

• The Journal of the Korea Contents Association
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• v.11 no.7
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• pp.519-527
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• 2011

The e-Learning program is a multimedia data program consisting of texts, images, animation, audio and video. The development of an e-Learning program requires time and is a complex process, requiring cooperation and open-communication between all parties involved, particularly in the event of a problem. This study will analyze the e-Learning contents development process from the Social Negotiation Perspective. An appropriate process for the development of the program and effective decision-making guidelines for those parties involved will be recommended. Participants' viewpoints regarding program development and guidelines were studied qualitatively, while the evaluation of developed content employed both qualitative and quantitative research. The study found the following results. First, the development of an e-Learning program requires a clear goal and purpose. Second, the target group must be clearly identified. Third, all parties involved must share in the development process and its outcomes. Fourth, the party requesting the program must allocate the appropriate time and budget for the development group. Finally, the project requires a strong, capable leadership for effective decision-making.

• Journal of Digital Convergence
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• v.15 no.7
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• pp.81-90
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• 2017

The purpose of this study is to analyze the strategic behaviors of the Broadcasting advocacy coalition and IT advocacy coalition in the process of establishing the Korea Communications Commission(KCC) in 2008. Broadcasting and telecommunications convergence policy has been confronted with long-term conflicts because of ideological clashes between public interest and industrialism and stakeholder relations. Under this circumstance, the two advocacy coalitions sought to bring out the favorable outcomes through strategic behavior. However, the strategic behaviors were limited, and the establishment of the Korea Communications Commission was decided by political negotiation. Since then, KCC has been buried in political issues and has produced policy failure cases. In order to reduce these adverse effects, it is necessary to establish institutional devices in the reorganization process. Above all, efforts are needed to overcome the practice of using organizational restructuring as a political tool.