중국, 미국, 이슬람 문화의 협상관행에 관한 비교연구 - 풍토 및 종교적 배경을 중심으로 -

A Comparative Study On the Characteristics of Negotiation Behavior in Chinese, American and Islam

In recently years, globalization of markets and companies as well as growing international trade have increased the importance of efficient cross-cultural business negotiation. Many previous researches in dispute resolution and negotiation have provided valuable insights about how different negotiation styles are deeply influenced by cultural differences. Therefore, to make a effective negotiation with the foreigners, the negotiator has to know that the competitiveness of business negotiation in the future is dependent upon an understanding of cross -culture. This article compared and analyzed the characteristics of negotiation behavior of Chinese based on BuddhismㆍConfucian thoughts, American based on Christian and Islam respectively. This article aims at strengthening the negotiation power of the Korean domestic companies and suggested the some guidelines when the Korean companies negotiate with these foreign companies. In the negotiation with American, it is very necessary that the negotiator persuade him logically by preparing the objective data. In the negotiation with Chinese and Islam, making the personal relationship and ,if possible, frequent contact with the person who has the responsibility in the contract is very important.