• 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).

• International Commerce and Information Review
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• v.17 no.3
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• pp.155-176
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• 2015

This study examines the close relationship between trust and global business negotiations. Kristen Blankley(2010) pointed out three level of trust impacting each negotiation stage: calculus-, knowledge-, identification-based trust. In this regard, the present study examines the relationship between each level of trust and the process of business negotiations by focusing on Canadians and Koreans who had business negotiation experience with Chinese counterparts. For Canadian respondents, calculus-based trust and identification-based trust didn't have significant effects on the negotiation atmosphere, whereas they did for Korean respondents. For Canadian respondents, knowledge-based trust had the greatest effect on each step of the business negotiation process.

• Journal of the Korean Institute of Intelligent Systems
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• v.12 no.4
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• pp.347-352
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• 2002

This paper propose the Fuzzy AHP(Analytic Hierarchical Process)-based negotiation support (FAHP-NEGO) mechanism to support the dynamic negotiation process in Electronic Commerce(EC). Negotiation is a form of decision-making with two or more actively involved agents who can not make decisions independently, and therefore must make concessions to achieve a compromise. Having concerned that point, the theoretical framework of FAHP-NEGO mechanism is presented by means of fuzzy membership functions and AHP. This mechanism encompasses both qualitative and quantitative conditions, and the use of multiple negotiation procedures for solving the electronic negotiation problem, adjusting the fuzzy membership function, and restructuring the problem representation. A hypothetical example of a healthcare products purchase is given to illustrate the quality of the proposed mechanism. The results showed that the Fuzzy AHP-based negotiation support mechanism could reflect both qualitative and quantitative conditions in EC. The implications of the study for future directions of research on electronic negotiation support modeling and systems are presented.

• 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.

• Journal of Climate Change Research
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• v.9 no.4
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• pp.343-355
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• 2018

A new climate regime was intensively negotiated from 2011 to 2015, culminating in adoption of the Paris Agreement. The Agreement went into effect on 4th of November 2016. Follow-up negotiation to implement the Paris Agreement has continued since May 2016 and is expected to be finalized by 2018. This paper reviews and analyzes the process of establishment of the new climate regime based on the Paris Agreement, focusing on the main issues and the negotiating positions of major groups of developed and developing countries. This paper details various important issues determining the final outcome of the Paris Agreement and discusses the follow-up negotiation in the years 2016 and 2017. It concludes with discussion of the various implications of the Paris Agreement, which will determine important aspects of our future socioeconomic life well into the 21st century.

• International Journal of Quality Innovation
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• v.7 no.1
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• pp.20-34
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• 2006

The purpose of this study is to investigate what happens within an organization when a process view of the business is adopted. With the example of an empirical case, we aim to illustrate: how members of the organization make sense of process management; what contributions members of the organization consider to be the result of adopting a process view; and the relationship between the functional and the process structure. The empirical base in this study is one of Sweden's largest purchasing organizations within the public sector. The results are drawn from interviews with the process owners and a survey to all members involved in process teams. The case findings reveal an ambiguous image of process management. At the same time as process management solved specific organizational problems, it generated new dilemmas. It is argued that it is more rewarding to consider the adoption of the process view a 'social negotiation' rather than the result of planned implementation. The study also highlights that the meaning of process management is not anything given but something being created, and its negotiation and translation into organizational practice is open-ended. Furthermore, the study gives an illustration of the conflict between the adopted process view and the existing functional organization.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2002.05a
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• pp.863-870
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• 2002

The current class scheduling has difficulties in reflecting students' preferences for the classes that they want to take and forecasting the demands of classes. Also, it is usually a repetitive and tedious work to allocate classes to limited time and cesourres Although many research studios in task allocation and meeting scheduling intend to solve similar problems, they have limitations to be directly applied to the class-scheduling problem. In this paper. a class scheduling system using multi agents-based negotiation is suggested. This system consists of student agents, professor agents and negotiation agents each agent arts in accordance with its respective human user's preference and performs the repetitive and tedious process instead of the user The suggested system utilizes negotiation cost concept to derive coalition in the agent's negotiation. The negotiation cost is derived from users' bidding prices on classes, where each biding price represents a user's preference on a selected class. The experiments were performed to verify the negotiation model in the scheduling system. The result of the experiment showed that it could produce a feasible scheduling solution minimizing the negotiation cost and reflecting the users' performance. The performance of the experiments was evaluated by a class success ratio.

• Journal of Intelligence and Information Systems
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• v.9 no.3
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• pp.1-21
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• 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 problems 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.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.77
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• pp.113-144
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• 2018

This study explores how to prevent the fraudulent export financing and its subsequent export insurance fraud in relation to O/A negotiation. Under the traditional letter of credit(L/C) transactions, the banks, as a negotiation bank, can extend trade financing to the exporters through negotiation of draft and/or shipping documents. Under the O/A transaction scheme, however, bank cannot ascertain existence of trade performance and it is much riskier to extend an advance financing to the exporters before the buyer sends confirmation of debt. In O/A negotiation. some exporters tried to fraud banks by falsifying the shipping documents and the size and gravity of this fraudulent export financing were huge. Therefore, this study examines the banking process in O/A-based trade financing, documents examination process, the negotiation of instruments, treatment of trade financing in export credit guarantee, most importantly, explores what could be the criteria for appropriate treatment of account receivable to insure the safe transfer of account receivable. To maximize the benefit for optimum trade financing, the Bank of Korea established several Trade Finance Rules (refers to "BOK Rules") requiring that commercial banks should maintain optimal credit limits(so called, 'the principle of optimal loan') to extend the trade finance. The K-sure post-shipment credit guarantee programs and short-term export insurance program(EFF)can also facilitate 'the principle of optimal loan' principle.

• Journal of Korea Entertainment Industry Association
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• v.14 no.7
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• pp.43-54
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• 2020

Negotiation has been an important topic of M&A within entertainment industry. This research is aimed to investigate the process of M&A and related negotiation theories review and to analyze the Nexon sales failure case. M&A is a significant strategic decision-making made to ensure the sustainable competitiveness of Nexon. Nexon is generally more competitive action in negotiation context than rival game corporations. As a result, the negotiation about M&A is not completely succeeded. Nexon need to overcome the distributive strategy based on high anchoring (sales price). Also, Nexon need to be aware that negotiators who focus on the BATNA are more effective in claiming resources. Netmarble have low status and so is expected to be poor negotiation result. Because Nexon is perceived to be of higher status than Netmarble in an M&A process, Nexon is given the power to propose agreements. The practical and academic lessons of the present study are discussed.