한중일 비즈니스 협상과 문화의 고찰

Intercultural Approach on the Business Negotiation among Korean, Chinese and Japanese Culture

According to Sun Tzu’s Art of War, “if you know yourself and your enemy you win hundred battles out of a hundred.” This is also apply for international business field. International business negotiation will not be failed if you know counter party’s behavior and understand their culture and customs. The cooperative approach is known as interest-based negotiation. Interest-based negotiation is particularly effective in a global business characterized by diversity. We often need to reach agreement with people who are different from us - culturally, ethnically, or economically. If we cannot get beyond the differences, they can create obstacles to agreement. To do this, we need to focus on the interests of the parties instead of on the parties’ differences. Every culture has their own distinctive feature that the people from outside seems not understand but they must have the optimistic attitude which complies with. The purpose of this paper, from the point of view above, is to examine cultural differences that could make sure comparative advantage in business negotiation of the enterprises who eager to expand their market or to invest internationally. This paper especially shows cultural deferences among Korea, China and Japan in terms of business we must consider.