• 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 Environmental Policy
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• v.7 no.4
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• pp.105-134
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• 2008

Local opposition and protest constitute single greatest hurdle to the siting of locally unwanted land uses(LULUs), especially siting of high-level radioactive disposal not only throughout Korea but also throughout the industrialized world. It can be attributed mainly to the NIMBYism, equity problem, and lack of participation. These problems are arisen from rational planning process which emphasizes instrumental rationality. But planning is a value-laden political activity, in which substantive rationality is central. To achieve this goals, we need a sound planning process for siting LULUs, which should improve the ability of citizens to influence the decisions that affects them. By a sound planning process, we mean one that is open to citizen input and contains accurate and complete information. In other word, the public is also part of the goal setting process and, as the information and analyses developed by the planners are evaluated by the public, strategies for solutions can be developed through consensus-building. This method is called as a co-operative siting process, and must be structured in order to arrive at publicly acceptable decisions. The followings are decided by consensus-building method. 1. Negotiation will be held? 2. What is the benefits and risks of negotiation? 3. What are solutions when collisions between national interests and local ones come into? 4. What are the agendas? 5. What is the community' role in site selection? 6. Are there incentives to negotiation. 7. Who are the parties to the negotiation? 8. Who will represent the community? 9. What groundwork of negotiation is set up? 10. How do we assure that the community access to information and expert? 11. What happens if negotiation is failed? 12. Is it necessary to trust each other in negotiations? 13. Is a mediator needed in negotiations?

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

• Journal of Families and Better Life
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• v.16 no.3
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• pp.53-66
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• 1998

This study presents the Family FIRO model for stepfamily development. The Family FIRO model conceptualizes interactional patterns in stepfamily for dealing with developmental tasks and suggests a method for organizing assessment and for prioritizing treatment strategies. Boundary ambiguity role confusion intergenerational coalition and loyalty conflict lack of relationship commitment and resource management issues of stepfamily constitute the inclusion interaction dimension in The Family FIRO model. While power role negotiation conflict decision making and discipline issues represent the control interaction dimension lack of emotional exchange and open self-disclosure issues are intimacy interaction dimension in the stepfamily. The family FIRO model suggests that stepfamily should attend to the developmental tasks related to inclusion before placing a major emphasis on control issues which in turn should come before emphasis on stepfamily intimacy.

• Proceedings of the Korean Institute of Navigation and Port Research Conference
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• 2016.05a
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• pp.228-229
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• 2016

Bargaining power or negotiation power departing from negotiators' economical beneficial point of view has long been an important research subject in a number of industries, and it has been widely studied by focusing on the various kinds of game theory. Although existing papers are mainly based on the strategies and results of bargaining process, ${\cdots}$(중략)${\cdots}$.

• Journal of the Korean Society for Library and Information Science
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• v.37 no.1
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• pp.151-170
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• 2003

Examine the communication between user and librarian in the digital reference services and discuss the limitations and possibilities in the quality of reference interview. Along with a comparison of traditional vs. electronic reference interview, 26 digital reference services in academic libraries were investigated. Some strategies were suggested to improve the quality of user-librarian communication in the process of accessing the service, of question negotiation and of responding to the questions.

• Journal of applied mathematics & informatics
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• v.40 no.3_4
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• pp.563-575
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• 2022

Many organizations seek statistical modelling facilitated by data analytics technologies for determining the prediction models associated with M&A (Merger and Acquisition). By combining these data analytics tool alongside with data collection approaches aids organizations towards M&A decision making, followed by achieving profitable insights as well. It promotes for better visibility, overall improvements and effective negotiation strategies for post-M&A integration. This paper explores on the impact of pre and post integration of M&A in a standard organizational setting via devising a suitable statistical model via employing techniques such as Naïve Bayes, K-nearest neighbour (KNN), and Decision Tree & Support Vector Machine (SVM).

• 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.

• Journal of Convergence for Information Technology
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• v.12 no.4
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• pp.158-165
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• 2022

Journal of Convergence for Information Technology. This study explores how native speakers (NSs) and non-native speakers (NNSs) of English negotiate meanings during conversational interactions to achieve successful communication. This study involved 40 participants: 20 native English speakers and 20 Korean university students. The participants were divided into 20 pairs, with each pair consisting of one NS and one NNS. Tasks for conversation were given and the execution recorded in order to collect data. 37 recorded conversations were transcribed and used for analysis, including statistical analyses. Results showed that both NSs and NNSs mutually put in effort for successful communication. While NSs mostly played the role of leading the natural flow of the conversation, encouraging their non-native interlocutors to speak, NNSs used various strategies to compensate for their lack of linguistic competence in the target language. NNSs employed a wide range of communicative strategies to keep the conversation going. The results of this study contribute to a better understanding of interactions between NSs and NNSs and yield pedagogical implications.

• Journal of the Korean Association of Geographic Information Studies
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• v.11 no.4
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• pp.41-50
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• 2008

Intense competition for resources has forced many countries pay attention to their eyes to the ocean. Therefore, the disputes and the conflict over the delimitation of the EEZ and continental shelf will be sharpened. Since 1982 Law of the Sea Convention, Korea has opened the talks with Japan and China to discuss the boundary issues as the adjacent water zone is less than 400 miles between Korea and Japan and Korea and China. This study is to review the important rules and techniques for the delimitation of the maritime boundary which have defined in the Law of the Sea Convention and IHO-51 technical guide and to figure out how to build the maritime delimitation GIS DB to negotiate effectively with the neighboring countries. Definition of the base point and baseline will be the utmost important concept to delimit the ocean boundary. The policy makers and the specialists who prepare for the international negotiation meeting between the countries have to be ready to draw the maritime boundary for our best interest under the Law of the Sea Convention. The negotiation strategies and the principles can be made with the concrete and reliable database relevant to maritime boundary issues. So effective and fast strategic decision for negotiation can only be made based on maritime boundary delimitation GIS DB.