국제협상 성과결정 요인에 관한 실증연구

An Empirical Study on Determinants of Negotiation Outcomes in the International Sale

&nbsp;&nbsp;This paper, through a demonstrative research, is to analyze outcome discrepancies between domestic and international negotiations and to verify what are the causes of lower outcome in the international negotiations. With cases study of corporate sales between the companies sold to domestic investors and those sold to foreign investors to analyze their differences in terms of performance, I researched determinants of such differences through questionnaire for the expert peers who had been involved in sale processes. For the case study analysis, 10 companies and 15 ones sold to foreigners and domestic investors were respectively adopted. As a result of analysis, the difference between the bidding price and contractual one, the outcomes of international negotiations were 21% lower than those of domestic ones.<BR>&nbsp;&nbsp;As a result of demonstrative research and analysis carried out with the assistance of 197 M&amp;A experts, this study suggests some measures to enhance the outcome of negotiation for overseas corporate sale; avoiding deadline for sale, using financial advisors familiar with both cultures, normalizing targeted companies before sale, establishing an adequate rewarding system and strengthening negotiation ability through specialized training. Additionally, securing BANTA, solving internal conflicts, removing outside pressures and using walk-away strategy are also suggested.