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

• Journal of the Korea Society of Computer and Information
• /
• v.11 no.2 s.40
• /
• pp.341-349
• /
• 2006

These day, Internet Recruiting needs negotiation of recruiting items. So in this paper, Internet Recruiting Negotiation System(IRNS) proposes multilateral negotiation that substitutes applicants and employers. Previous NSS uses preference value of multi-attribute and sequential negotiation. But proposed IRNS uses parallel negotiation of multi-attribute. parallel negotiation supplies multi-attribute negotiation including single-attribute and results of parallel negotiation. This paper proposes effective negotiation using weight strategy of multi-attribute.

• Journal of the Korea Academia-Industrial cooperation Society
• /
• v.12 no.7
• /
• pp.3156-3163
• /
• 2011

This study is to investigate the effect of the limitation factor in women's marine sports on negotiation strategy and participation decision. we selected out 278 in total by cluster random sampling that are women in their twenties living in Seoul and Gyeonggi areas in 2009. 2009 years 1 July to 30 July were surveyed. There are the following results performed by a frequency analysis, a factor analysis, a reliability analysis, and multiple regression analysis using SPSS Windows 15.0 Version. First, the limitation factor in women's marine sports partially influences on negotiation strategy. Second, the participation limitation factor in women's marine sports partially influences on participation decision. Third, the participation negotiation strategy in women's marine sports partially influences participation decision.

• Journal of Korea Society of Industrial Information Systems
• /
• v.10 no.3
• /
• pp.21-29
• /
• 2005

The most of automated negotiation systems are dependent upon negotiators' offers, as negotiation is going on. Particularly, the preference, evaluation function and negotiation strategy are variously changed at every negotiation round by the negotiator and have an effect on the counter offers. Therefore, this study proposed the automated negotiation methodology or negotiation model which makes the negotiator's participation minimize. To minimize negotiator's participation, the preference of negotiator was predicted by the ratio of seller and buyer's count offers and the evaluation function of negotiator was also predicted by least squares approximation method at every negotiation round. The predicted evaluation function was evaluated and selected by $R^2$ value, coefficient of determination. Finally the optimal counter offers were generated by the genetic algorithm using the predicted preference and value function.

• International Commerce and Information Review
• /
• v.9 no.1
• /
• pp.333-353
• /
• 2007

This paper is to explore that there are structural problems in the Korea-U.S. Free Trade Agrement negotiation by examining the Korean FTA policy and to introduce some alternatives to overcome them. The structural problem stems in part from the inefficient system in FTA policy making and its implementation. Most importantly, there is a lack of ex-ante consensus building among stake-holders. As an alternative to the current FTA policy, we suggest two things. First, we argue that an FTA negotiation strategy should correspond to Korea's overall industrial development strategy. Second, the National Assembly should play an important part for enforce of trade policies as a tool for advancing a comprehensive strategic measures.

• Industrial Engineering and Management Systems
• /
• v.7 no.3
• /
• pp.266-287
• /
• 2008

To manage collaborative negotiation in software system design, we have built a socio-technical argument-based negotiation management approach by integrating a Socio-technical Co-construction Process (STCP) with an Argument-based Negotiation Process (ABNP). This paper reviews relevant research work and presents each step of this approach. The STCP provides rich contextual information of technical decisions and social interactions in a system design process. The ABNP provides STCP with a negotiation management and conflict resolution strategy by guiding software engineers to generate, exchange and evaluate their argument claims in negotiation activities. In addition, this paper describes a prototype system which implements this new approach using the advanced Web-based software technologies with the goal of demonstrating how to systematically enhance the negotiation management capabilities in a dynamic socio-technical framework.

• Proceedings of the Korea Association of Information Systems Conference
• /
• 2003.05a
• /
• pp.1-20
• /
• 2003

In this research, we developed a Multi-Agent based Negotiation Support System to be able to increase the competitive power of a company in dynamic environment and correspond to various orders of customers by diffusion of electronic commerce. The system uses the agent technology that is being embossed as new paradigm in dynamic environment and flexible system framework. The multi-agent technology is used to solve these problem through cooperation of agent. The system consists of six sub agents: mediator, manufacturability analysis agent, process planning agent, scheduling agent, selection agent, negotiation-strategy building agent. In this paper, the proposed Multi-Agent based Negotiation Support System takes aim at the automation of transaction process from ordering to manufacturing plan through the automation of negotiation that is the most important in order-taking transaction.

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

• Proceedings of the Korean Society of Computer Information Conference
• /
• 2016.01a
• /
• pp.237-238
• /
• 2016

본 연구는 스마트폰을 활용한 비면대면 협상 전략을 연구한 것이다. 컴퓨터와 인터넷의 발달로 인해 비즈니스 환경은 급변하고 있다. 전통적인 면대면 협상전략이 주로 오프라인적 관점에서 연구된 것이라면, 스마트폰을 활용한 비면대면 협상전략은 미디어를 활용한 온라인적 관점에서 연구된 것이다. 논의 결과 스마트폰을 활용한 비면대면 협상 전략은 미디어를 활용한 간접적인 협상으로 면대면 협상 전략의 장점을 극대화한 것으로 볼 수 있다.

• Journal of Leisure Studies
• /
• v.9 no.2
• /
• pp.39-59
• /
• 2011

The purpose of this study is to understand and investigate the process of making negotiation strategy to do leisure activity with overcoming leisure constraints which highschool students participating in their club activity meet. For this study, students who have at least one-year career for their club activity -more than two times a week and two hours at a time -were selected. Survey through in-depth interview, non-participating observation and field note were conducted. The results are as follow. Firstly, the fascination for club activity was the important factor for overcoming leisure constraints. Secondly, leisure constraints never let students stop doing their activity. Thirdly, the subjects of this study practiced negotiation strategies and came to have self-achievement and self-esteem, improving their relationships effectively. Finally, it was found out that they were creating their own club culture with continuous leisure constraints negotiation. The results of this study present the case and the method of continuous students' participation in their leisure and are able to help them to build up their positive leisure experiences.