Korea Trade Review (무역학회지)

Korea Trade Research Association (한국무역학회)
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Preliminary Study on the Influence of Culture Differences between the Europe and Korea on the Negotiation Outcomes

유럽과 한국의 문화 차이가 협상성과에 미치는 영향에 관한 서설적 연구

  • Hyun-Hyeok Park (Department of International Trade, Sungkyunkwan University) ;
  • Myong-Sop Pak (Department of Global Business, Sungkyunkwan University)
  • 박현혁 (성균관대학교 무역학과) ;
  • 박명섭 (성균관대학교 글로벌경영학과)
  • Received : 2021.04.09
  • Accepted : 2021.04.28
  • Published : 2021.04.30
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Abstract

This study aims to establish a research model to see how cultural differences affect negotiation outcomes. People from different countries tend to communicate in slightly different ways. So Recognizing the cultural differences in global businesses is an important preparation process and strategy. If such preparations are not made before doing business with companies in other cultures, many conflicts could arise in the negotiation process and even the negotiations could break down. Therefore, it is important to recognize cultural differences and establish appropriate strategies in international negotiations, and it is necessary to take a look at the factors that affect them one by one. For the purpose of this study, Cultural differences based on Edward Hall's context theory and Personal characteristics were set as moderator variables. and The EU countries(low context cultures) and the Korea(high context cultures) were sampled to study the effects of Negotiation strategy(Problem-Solving Approach).

Keywords

References

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