• Journal of Korean Institute of Industrial Engineers
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• v.27 no.2
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• pp.214-225
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• 2001

This research deals with an off-line learning method targeted for systematically constructing negotiation strategies in automated electronic commerce. Single-issue negotiation is assumed. Variants of competitive learning and hierarchical clustering method are devised and applied to extracting negotiation strategies, given historical negotiation data set and tactics. Our research is motivated by the following fact: evidence from both theoretical analysis and observations of human interaction shows that if decision makers have prior knowledge on the behaviors of opponents from negotiation, the overall payoff would increase. Simulation-based experiments convinced us that the proposed method is more effective than human negotiation in terms of the ratio of negotiation settlement and resulting payoff.

• Journal of Information Technology Applications and Management
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• v.16 no.1
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• pp.1-20
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• 2009

Negotiation is a process of reaching an agreement on the terms of a transaction. such as price, quantity, for two or more parties. Negotiation tries to maximize the benefits for all parties concerned. instead of using human-based negotiation. the e-commerce environment provides such an environment as adopting automated negotiation. Thus. choosing agent technology is appropriate for an automatic electronic negotiation platform. since autonomous software agents strive for the best deal on behalf of the human participants. Negotiation agents need a clear-cut definition of negotiation models or strategies. In reality, most bargaining systems embody nearly one negotiation model. In this article. we present a mobile agent negotiation system with reusable negotiation strategies that allows agents to dynamically embody a user's favorite negotiation strategy which can be preinstalled as a component in the system. We develop a prototype system, which is fully implemented in compliance with FIPA specifications, and then. describe the benefits of using the system.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.63
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• pp.209-244
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• 2014

This research had a close look into the expected results for both Korea and China from the contextual background of their efforts on FTA. In reality, we have to admit that Korea-China FTA has gains and losses for both countries in different fields and industries. Therefore, we suggest that people should not be myopic on the FTA matters, but take long-term perspectives in order to increase the entire benefits for companies and the country. Both countries should be able to build up strategic, reciprocal cooperation. We emphasize that the current FTA negotiations with China can turn out threats, not opportunities, if we do not establish effective negotiation strategies. Furthermore, we argue that, if we know and understand Chinese negotiation culture in advance, we could react to their strategic actions still more effectively. All in all, we could say that the purpose of our research is, first of all, to investigate the antecedents and consequences of the current Korea-China FTA negotiations; second, to divulge the Chinese negotiation culture, to presume possible negotiation strategies on the part of the Chinese, and to envision possible strategic reactions on our part; third, to delineate value creations from the successful Korea-China FTA in the future.

• International Commerce and Information Review
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• v.10 no.1
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• pp.295-314
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• 2008

I compared trade structure and competitiveness by sector using industrial classification in UN Comtrade data and SITC. Based on the comparison, I calculated market share, export competitions, RCA, and TSI. and then selected sensitive industries based on competitiveness, and identified the ZOPA and our BATNA. These calculations confirmed the industries damaged by FTA and those benefiting from the FTA between Korea and Japan, the study them developed strategies for VIA negotiation. It is to minimize damages to Korean economy and to maximize benefits from the agreement. The negotiation plan allowed an adjustment period for industries, for which damages are expected, by setting a long grace period before implementing tariffs. Based on the negotiation plan made through economic analysis, I intend. contribute to more efficient promotion of negotiation by extracting the optimal FFA negotiation plan for each manufacturing industry.

• Proceedings of the Korean Society of Precision Engineering Conference
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• 2000.11a
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• pp.348-352
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• 2000

Intelligent agents represent parts and manufacturing resources, which cooperate, negotiate, and compete with each other. The negotiation between agents is in general based on the Contract-Net-Protocol. This paper describes a new approach to negotiation-based job shop scheduling. The proposed method includes multi-negotiation strategy as well as single-negotiation. A case study showing the comparison of various negotiation strategies is also given.

• English Language & Literature Teaching
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• v.16 no.3
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• pp.119-139
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• 2010

The purpose of this paper was to examine various aspects of meaning negotiation process in online chatting. Korean college students were asked to engage in chatting on the Internet over the course of a semester-long period, and chatting transcripts were analyzed in terms of sources of communication breakdown, signals to indicate communication breakdown, strategies to overcome communication breakdown, and ways of closing meaning negotiation. According to the findings of the study, lack of background knowledge and incoherent string of sentences in text were two major barriers creating communication problems. Subjects were able to use signals to indicate their communication difficulties, and overcome them by using different strategies. In doing so, however, they were found to suffer a narrow range of signals and strategies, which showed their limited communicative ability in the management of interaction, and indicated a clear, strong need for an extension of discourse and strategic competences of Korean students for more effective and smoother transition of message in everyday interaction.

• Korean journal of communication and information
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• v.46
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• pp.212-244
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• 2009

This study examined the effects of cultural factors and demographic factors on the perceived appropriateness and likelihood of using five categories of inappropriate negotiation strategies. Five categories of inappropriate negotiation strategies consist of traditional competitive bargaining, attacking opponent's network, false promises, misrepresentation of information and inappropriate information gathering. Two kinds of cultural variables, Hofstede's cultural dimensions and 'Chemyon' dimensions were used as universal, etic variables versus indigenous, emic variables. Survey result shows age and gender had significant effects only for traditional competitive bargaining, but gender and personal negotiation style did not have any effects for the inappropriate strategies. Hofstede's dimensions as well as Chemyon dimensions had significant effect for perceived inappropriateness and likelihood of using inappropriate strategies. While both Chemyon and Hofstede's dimensions were significant, Chemyon accounted for more variance than Hofstede dimensions in most cases. This suggests Chemyon's vital role in explaining Korean negotiators' perception and attitude towards inappropriate negotiation strategies. Implications of the results and future research are discussed.

• Journal of Fisheries and Marine Sciences Education
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• v.23 no.2
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• pp.290-301
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• 2011

The purposes of this study were to test differences in conflict-resolving strategies and emotional intelligence based on children's peer status, and to verify the discriminance of conflict-resolving strategies and emotional intelligence for peer status. 58 popular children and 52 rejected children from 4 elementary school were selected, and the data were analyzed with independent sample t-test and discriminant analysis. The research findings are as follows: First, negotiation- and cooperation-strategies (sub-factors of conflict-resolving strategy) and emotional intelligence showed statistically significant differences between popular children and rejected children, while other sub-factors of conflict-resolving strategy and sub-factors of emotional intelligence showed indifference between them. Second, negotiation- and cooperation-strategies among 4 sub-factors of conflict-resolving strategy and 5 sub-factors of emotional intelligence were the most discriminant predictors for children's peer status. The results suggest systematic teacher training and program for the rejected children's improvement of negotiation- and cooperation-strategies in their peer relations.

• The Journal of Information Systems
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• v.14 no.3
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• pp.89-96
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• 2005

Though studies on negotiations have actively been conducted in the field of e-Commerce so far, some problems have yet to be solved and many application fields of negotiation systems exist. Currently, many businesses shift from various fields to e-Commerce market, due to recent social changes and expansion of e-Commerce market; however, we need to develop the study of automated agents to resolve the issue of negotiation, which is an essential element in the e-Commerce, by minimizing human interference under the e-Commerce environment. In this study, we intend to propose a new negotiation protocol considering the negotiation alternatives through continuous negotiation rounds in relation to an automated negotiation issue whose participants are one to N (seller to buyers). We also present an agent-facilitated negotiation methodology by which negotiation alternative generation process is automated, in consideration of buyer's negotiation attributes and strategies in the negotiation system.

• Journal of the Korean Institute of Landscape Architecture
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• v.32 no.5
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• pp.1-10
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• 2004

This study applied the leisure constraints and negotiation concept to the travel context, especially for traveling in national parks. More specifically, it tries to identify how constraints and negotiation impact a person's travel behavior. The population of this study is the people who intend to visit the national parks for their summer vacations. The data was collected through the panel study, which surveyed the same set of people before and after their trip. Among 527 samples, 39.7％ traveled what they planned without any changes. 24.7％ did not travel or postponed their trip, and 35.7％ enjoyed their vacation but with changes of destination, time or travel periods. These results support that people may use negotiation strategies to overcome their constraints in a travel context. However, there were no statistically significant differences in the impact of constraints on travel behavior among the three groups. The results also confirm that people have to overcome intra-, inter-, and structural constraints for visiting the national parks. Thus, the findings of the study suggest that the concepts of leisure constraints and negotiation is applicable to the travel contexts. Because of its exploratory characteristics, several limitations and cautions were raised.