• Journal of Distribution Science
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• v.12 no.1
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• pp.35-46
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• 2014

Purpose - This Study aims to promote technology transfer commercialization and ultimately make contribution towards enhancement of the success rate of commercialization of technology transfer at national level by deducing the factors that impart influence on the negotiation at the time of technology trading between the seller and buyer of technology of public research institutions subjected to transfer and sales. Research design, data and methodology - This Study deduced 5 research hypotheses through preceding researches related to technology transfer commercialization related technology marketing for technology trading negotiation. This Study was conducted by verifying the hypotheses through multiple regression analysis. Results - As the result of the Study, the research hypothesis H1, 'Promotion of commercialization of technology transfer trading will be affected in accordance with the innate characteristic factors of the technology', and H5, 'Promotion of commercialization of technology transfer trading will be affected in accordance with the mutual factors of the parties of the technology trading', among the 5 research hypotheses were chosen. Conclusions - It was found that the technology seller must be able to demonstrate technological value of the technology being sold in order to successfully conclude technology transfer trading negotiation and mutual understanding and harmonious communication between the parties.

• Journal of Arbitration Studies
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• v.10 no.1
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• pp.115-133
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• 2000

All kinds of commerces are begun from the contract and the claims are frequently raised by the problem in the contracts. Therefore, the negotiation is very important to make a contract and resolve the claim. This article analyzed the negotiation practice of Chinese in order to render help to negotiators who enter into negotiations with Chinese business people so that they can enhance their chance for success. Based on this examination on the negotiating style, this paper also provides the some guidelines in working-level negotiating with Chinese. For the purpose this study applies "global negotiation flowchart" and twelve important factors suggested by stephen & stripp to analyze the characteristics of Chinese business negotiating style. The results suggest some useful criteria for negotiators First, In the preparation, the negotiator need a thorough study about the Chinese negotiating style and counter party. Second, In the negotiation with the Chinese, making the personal relationship and, if possible, frequent contact with the person who is the most powerful negotiator in decision-making. Third, since the Chinese has a sense of value that money is very important, it is very necessary that the negotiator persuade him by mutual profits. Finally, negotiators must aim at long-term profit maximization not at short-term.

• 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.

• Journal of Korea Trade
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• v.24 no.4
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• pp.49-70
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• 2020

Purpose - The UCP is recognized as the governing law for L/C transactions, but it covers only the general details of the transaction and does not cover all complex practices. In view of this limitation, this paper examines a negotiation transaction which is most actively utilized in L/C transactions via a thorough review of the UCP provisions, analyzes the problems of the negotiation clause in the UCP, and suggests appropriate countermeasures to deal with unnecessary litigation costs. By doing so, the parties involved in the negotiation transaction would be able to avoid financial costs such as having to pay for lawsuits. Design/methodology - The present study first differentiates the general types of L/Cs (e.g., sight payment L/C, deferred payment L/C, acceptance L/C, and negotiation L/C), explains and the Article 2 and Article 12(b) of the UCP 600 where the term 'negotiation' is used, digs into the drawbacks of 'negotiation' occurring under the UCP 600, and discusses solutions to the problems found by analyzing the drawbacks descriptively. Findings - After a review of the UCP provisions on negotiation in detail, several possible problems which may occur in practice were discovered. First, as the UCP stipulates, the negotiating bank will want to delay payment to the maximum extent possible and make payment on the banking day on which the issuing bank reimburses the amount. This may lead the beneficiary towards bankruptcy or put it in financial crisis. Second, when a fraudulent transaction occurs, the negotiating bank can neither request the issuing bank to reimburse nor can it exercise its recourse right against the beneficiary because it has obtained all the rights of the beneficiary by purchasing the documents. Third, there is a practice in which the beneficiary sells the documents to its transaction bank which is not the nominated bank if the nominated bank specified in the credit is located in a third country or the exporter has no relationship with the nominated bank in the credit. In this case, whether to accept this and reimburse the non-nominated negotiating bank entirely depends on the issuing bank's decision even though such practice frequently occurs in Korea. Originality/value - There has been little research effort pertaining to negotiation transactions in detail even though negotiation L/C transactions account for around 70% in world trade notwithstanding deferred payment L/Cs and acceptance L/Cs that are also negotiated in practice. Thus, if the negotiations clause under the UCP 600 provisions were reviewed and the drawbacks of the negotiation transactions most actively used in L/C transactions were identified and examined, specific countermeasures could ultimately help smoothen the operation of L/C transactions and prevent financial losses.

• Korean Journal of Social Welfare
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• v.65 no.4
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• pp.91-114
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• 2013

The purpose of this study was to draw social constructive implications for the child protect system(CPS) in Korea. As the value of social constructivism for child protect system, the participation and the negotiation were identified through theoretical research. And this paper examined how the participation and the negotiation were done in other government's child protect policies. In addition, the focus group members were interviewed. 11 child protect practitioners and researchers were interviewed about the problems of child protect system, law and policies, and they discussed how the participation and the negotiation were done in Korean child protect system. The result of the discussion were as follows. The democratic relationship must be reconstructed through the participation and negotiation in CPS, Korea lacks of legal basis to force the abusers to participation. And in our country, negotiation parties for children cannot be recognized. Finally, the amendment of the law and regulations concerned with the child protect system were proposed based on the FGI's discussions.

• Convergence Security Journal
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• v.13 no.5
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• pp.3-10
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• 2013

This study is trying to suggest the continuity and changes that would be made in inter-Korean military negotiations in the future under the Kim Jeong-eun regime by analyzing the recent inter-Korean Working-Level Talks for Gaeseong Industrial Complex based on 'anti-Japanese guerilla style negotiation model, the military negotiation model under Kim Jeong-il era. Especially, through analysis of the inter-Korean Working-Level Talks for Gaeseong Industrial Complex, it is verified that behavior similar to that in the military talks in the past is found even in the economic negotiations. Such analysis leads to an assumption that negotiations under the Kim Jeong-eun regime would be made within the category of the military negotiations under the Kim Jeong-il era. Fundamentally North Korea will change but try to achieve its objectives in the military talks within the existing frame of strategic culture rather than changing it. Such phenomenon will continue for some time. In the future inter-Korean military talks, however, North Korea will try to change its behavior to cope with its financial difficulties. Accordingly, the South Korea's government will have to have paradigm shift toward inter-Korean military negotiations. Especially, Kim Jeong-eun's studying abroad in the past will make him change in the negotiations. At this moment, the South Korean government must make continuous efforts to induce dialogue and negotiation. In order to induce the North Korea to change, the development of economic norm logic with the united front applied in the strategic culture of military negotiation and the formation of a value system in the North Korea's military negotiation policy makers will lead to the creation of a new military negotiation framework.

• Health Policy and Management
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• v.19 no.1
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• pp.1-30
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• 2009

Korean medical fee contract system between the insurer and healthproviders was introduced in 2000. However, a continuous discord among contracting parties concerned and an irrational operation of an arbitration committee of Ministry for Health, Welfare and Family Affairs (MIHWAF) have made it difficult for them to reach to an agreement over last 8 years. The purpose of this study is to observe the current problems of contract system from the view of health insurance law and actual examples. Furthermore, I examined the of breakdown of negotiation by analyzing the eligibility of contracting parties, rationality of Resource Based Relative Value System (RBRVS) and contracting method and fairness of arbitration method in case of negotiation rupture. The results were as follows: First, since the introduction of medical fee contract system, there has been a problem in that both the president of National Health Insurance Corporation (NHIC) and health care provider association have not held strong negotiation power. Second, the frequent changes and notifications of Relative Value Units (RVUs) without any mutual consent between the insurer and provider association negatively have influenced the conversion factors and finally hindered the agreement of contract. Third, a current process that the conversion factors are mediated and determined at the arbitration committee of MIHWAF in the case of contract breakdown between contracting parties has some flaw in that the irrational composition of committee provoked the lack of fairness and objectivity of mediation. Fourth, we can not prospect a satisfactory outcome of arbitration committee because the mediation always has failed to proceed smoothly due to boycott of both committee members from insurer and providers over last 8 years. As a result, we have to make an every effort to resolve problems mentioned above and then dream of an advanced national health insurance system.

• Environmental and Resource Economics Review
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• v.18 no.4
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• pp.715-744
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• 2009

This study was analyzed the change of the tariff reduction for the Korea's fishery according to the Non Agricultural Market Access(NAMA) negotiations of the WTO. Four scenarios of tariff liberalization of NAMA are conducted on the basis of a Swiss formula. Using import demand function, we estimated price elasticities of imported fishery. The results of the analysis with mark up 20% show that, in the position of developed member, the value of import increase was between 405 billion won and 439 billion won, and analyzed between 232 billion won and 254 billion won with less than cut 50%. On the other hand, in the position of developing country, the value of import increase was between 311 billion won and 356 billion won, and analyzed between 174 billion won and 201 billion won with less than cut 50%. Also, the results was showed that the highest effects for increasing value of import are a fresh Pollack.

• Journal of Korean Society of Forest Science
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• v.97 no.1
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• pp.102-112
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• 2008

The main purpose of this study is to provide informations by comparing and analyzing tariff structures for the upcoming FTA negotiation between Korea and China. China is the biggest trade partner of Korea, sharing 33% of total trade value of forest products. However, import takes majority of trade value and it grows constantly. The results of FTA negotiation may have large impacts on Korean forest industry. The conclusions indicate that China subdivides items more complicatedly, and impose lower tariffs on forest products except stone than Korea. Besides, China has tariff escalation system that imposes lower duties on raw material than the manufactured, and also charges different rates of tariff on items of the same heading number according to the degrees of manufacturing. Furthermore, Korea imposes adjustment duties and didn't grant concessions on plywood and board items for protection of domestic industries, however, China already made concessions on all items. As a result of this, it will be unavoidable for Korea to increase import value from China, and tariff removal will have more negative impacts on Korea than China.

• Journal of Korea Multimedia Society
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• v.14 no.10
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• pp.1303-1310
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• 2011

This paper proposes the design of 3-party negotiation protocol for the security of self_organized storage which consists of the owner node possessing data, the holder node holding the owner's data and the verification node verifying the data of the holder node on infra-cloud environment. The proposed security technique delegating the data verification of the holder node to the verification node increases the efficiency of the self-organized storage. In addition, the encrypt key and certification of the storage created by EC-DH algorithm enhances the security much more. Also, when the self-organized storage is composed, the security technique not only prevents external flooding attack by setting a certification key among three parties, but also prevents internal flooding attack by restricting the number of verification nodes. And The replay attack which can occur in the step of verification is automatically detected by using the created seed value whenever the verification is requested.