국제무역협상의 구조와 주요 지역·국가별 무역협상 관행 및 특성 연구

A Study on Some International Negotiation Structures and the Practice and Characteristics of Trade Negotiations in Major Trading Countries with Korea

Negotiation is one of a limited number of decision-making modes whose characteristics, taken as assumptions, are not compatible with most of the theoretical work on negotiation to date. The concession convergence approach has problems of symmetry, determinism and power, but above all fails to reflect the nature of negotiation as practiced. Negotiators begin by grouping for a jointly agreeable formula that will serve as a referent, provide a notion of justice, and define a common perception on which implementing details can be based. Power makes the values fit together in the package and timing is important to making the formula stick. Conducting international business across international boundaries requires interaction with people and their organizations nurtured in different cultural environments. Scholar in business negotiations have been acutely aware that cultural differences across societies have to be taken into account when making marketing mix decisions. This paper presented some negotiation models for international business negotiations and negotiation practices and characteristics in some major countries which Korea has business relationship with. Korean negotiators need to analyze the characteristics of their counterparts' negotiation styles to have fruitful negotiation outcomes.