• Korean Journal of Culture and Social Issue
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• v.13 no.1
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• pp.43-61
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• 2007

Most previous research on safer sex and condom use has been mainly focused on individual's dispositional factors such as attitudes, perceived control, intention, and etc. However, a few researchers recently started to propose that condom use is not a matter of individual behavioral decision but a product of serious interactive negotiation processes and condom negotiation would be the proximal key-determinant of condom use behaviors. The present research categorized condom-negotiation strategies and preferences of Korean college students and examined relationship between the strategies and other sex-related concepts. 186 participants' strategies on a free-response questions of condom negotiation revealed 7 types of persuasion strategies for condom use; Pregnancy risk, responsibility, care for partner, withholding sex, sexual disease, direct request, and sexual satisfaction (in order of preference). 6 types of persuasion strategies for condom avoid were abstracted: Pregnancy free, Sexual satisfaction, responsibility, direct request, unfaith toward condom, and withholding sex (in order of preference). The effects of gender, sexual experience, and culture were found and discussed in their implications for sexual education,

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.66
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• pp.191-218
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• 2015

This research is, first of all, a theoretical study concerning 'conflict.' Only then, we could obtain ways in which we manage and resolve various problems arising from conflicts in business between Korean and Chinese companies. In doing this, we also tried to grasp cultural characteristics, or factors, in Chinese ways of carrying out negotiations that lead to conflicts with us. On the basis of these preliminary considerations, we developed practical techniques of conflict management and types of negotiation strategy. We thereby could suggest broader strategic implications for better performance in international business. Concretely, this research investigates techniques of conflict management and types of negotiation strategy. For such techniques and types, we suggest, (1) Sharing technique or reconciliatory compromising negotiation and its compromise strategy, (2) collaborative technique or cooperative negotiation and its win-win strategy, (3) competitive technique or competitive negotiation and its profit-seeking attack strategy, (4) accommodative technique or receptive negotiation and its relation-maintaining yield strategy, (5) avoidant technique or evasive negotiation and its indifference-showing avoidance strategy. This research contributes to promote understanding on negotiation culture of chinese corporate. and we provide the guideline of the conflict management and the insight for the efficiency strategy of chinese business negotiation. But, empirical data and statistical examinations should be added to our present research for the future prospective ones.

• Journal of Distribution Science
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• v.15 no.6
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• pp.37-46
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• 2017

Purpose - The paper aims to propose an optimization model for supporting the buyer-seller negotiations. We consider the price, quality, and delivery as evaluation criteria, also recognized as objectives for negotiation. Research design, data, and methodology - The methodology used in this paper involves the input-oriented DEA with the inverse optimization. Under the existence of several potential suppliers, the price would be considered to be the decision variable to conclude the negotiation so as to meet the desired level of the quality and delivery. The data set for six suppliers with three criteria is examined by the proposed approach. Results - We present the decision aid model by displaying the price spectrum as the changes of desired output levels. It overcomes the shortcomings from previous researches mainly based on the discrete types of scenario generations. This approach shows that the obtained results help the buyer understand the trade-offs between price and performance when he/she considers the negotiation. Conclusions - The paper contributes to the numerical models for buyer-supplier negotiation in that the model for the supplier evaluation and selection is closely linked with the model for negotiation. In addition, it eliminates the unrealistic negotiation strategy, and provides the negotiation strategies that the buyer would not shift the burden on suppliers by maintaining the current efficiency.

• 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.

• KCID journal
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• v.10 no.1
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• pp.144-149
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• 2003

• 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.

• English Language & Literature Teaching
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• v.15 no.2
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• pp.209-224
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• 2009

This study examined the role of contextual knowledge in cross-cultural communication between non-native speakers on an interactive web with a bulletin board system through which college students of English at Japanese and Korean universities interacted with each other discussing the topics of local and global issues. The study investigated the influence of students' relative contextual knowledge on active participation in interactions and discussed the results focusing on the use of discourse strategies for meaning negotiation. The study argues that in interactions even between non-native speakers with limited proficiency, contextual knowledge in the topic under discussion affects the degree to which they accommodate to each other during communication and suggests that the focus of teaching English as a foreign language also should be given to what kind of contextual knowledge students need to obtain and how to express it rather than what level of proficiency in English they need to acquire.

• Journal of KIISE:Software and Applications
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• v.30 no.12
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• pp.1208-1219
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• 2003

The Internet has become a part of our life and has changed our living environments dramatically. However, Electronic Commerce (EC) stays currently at a level that a buyer deals only with an one-sided condition (price) proposed by a seller or compares the proposed condition to find a better one. As the agent technology makes progress, EC requires negotiation that is not one-sided but is a way to maximize profits of both seller and buyer. Moreover, negotiation in EC should consider multiple issues rather than a single issue to replace the traditional commerce. In this paper we propose a negotiation model, which guarantees balanced profits between two agents through negotiation using multi-issues, and makes a deal successfully under time-constraint environment. The proposed negotiation model suggests strategies(alternative and simultaneous strategy) that change the value of issues with each agent has time for negotiation. In this paper, we also suggest a strategy that proposes an offer to each other. We compare the proposed negotiation model with another negotiation model. The experimental results show that dynamic conceder tactic and linear tactic showed balanced profits and a high percentage of deals for negotiation between two agents, and the sum of utilities of two agents is high, when the alternative strategy is used.

• The Journal of the Korea Contents Association
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• v.11 no.8
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• pp.428-437
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• 2011

The purpose of this study was to explore the relationships between leisure constraint, leisure constraint negotiation and leisure participation of Chinese students studying in Korea. A total of 210 respondents, participating in the athletic competition for Chinese students, were selected to conduct this study, using the purposive sampling method. Finally, 194 surveys except 17 respondents, were used for this study. The reliability of the questionnaire was analyzed using Cronbach's ${\alpha}$ with SPSS 18.0 and the Simple Regression Analysis and Multiple Regression Analysis were conducted. As a result, Main findings were as follows; First, leisure constraint had a positive relationship with leisure constraint negotiation. Specifically, leisure constraint had an influence on 'leisure activity partner search' and 'leisure activity intensity control effort' out of leisure constraint negotiation strategies. Second, leisure constraint had a negative relationship with leisure participation. Third, leisure constraint negotiation had no significant influence on leisure participation.