• Journal of Arbitration Studies
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• v.9 no.1
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• pp.265-290
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• 1999

All kinds of commerces are begun from the contract and the claims are frequently raised by the problem in the contracts. Therefore, the negotiation is very important to make a contract and resolve the claim. This article compared and analyzed the negotiation practice of Korean, American and Islam to strengthen the negotiation power of the Korean domestic companies and suggested the some guidelines when the Korean companies negotiate with the foreign companies. For the negotiator to make a effective negotiation with the foreigners and a make the negotiation performance, The negotiator has to prepare for the negotiation practice and strategy of the foreign countries. Secondly, the negotiator has to be accustomed to the foreign country and make the win-win strategy by giving the benefit to the foreign company as well as him. Especially, in the negotiation with American, it is very necessary that the negotiator persuade him logically by preparing the objective data and include the lawyer into the negotiation team. In the negotiation with Islam, making the personal relationship and, if possible, frequent contact with the person who has the responsibility in the contract is very important.

• Proceedings of the Korean Society of Precision Engineering Conference
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• 2000.11a
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• pp.348-352
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• 2000

Intelligent agents represent parts and manufacturing resources, which cooperate, negotiate, and compete with each other. The negotiation between agents is in general based on the Contract-Net-Protocol. This paper describes a new approach to negotiation-based job shop scheduling. The proposed method includes multi-negotiation strategy as well as single-negotiation. A case study showing the comparison of various negotiation strategies is also given.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.47
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• pp.25-48
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• 2010

The principle of parties' autonomy is one of general and dominant principles in an international trade contract. When we consider the determinants of negotiation outcomes, the negotiation is affected its result by their culture and custom. A negotiation has extensively been used a lot as a business process. As we negotiate with our clients, we have to check a lot of factors like strategies, their behaviors, culture shock and custom. That why most people have their different life and circumstance. The same words which are used its contract have several meaning. Because the words are influenced by culture and own custom. Also most people abide by their social pattern. Each culture in the world follows its own customs and traditions. Therefore, when we have the negotiation of trade contract, we have to think these factors. Then the negotiation is leaded very successful This dissertation examines the effects of the negotiators' personality and different culture and custom. On the point of a negotiating power, contracting parties are affected a lot by their usage. The culture which is influenced by contracting parties is possible to apply as a key point. So, this study will be analyzed these factors.

• 한국디지털정책학회:학술대회논문집
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• 2005.11a
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• pp.231-242
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• 2005

The purpose of this study is to generate a proper regulation improvement direction of the public IT project contract law through the current four contract methods and three methods of the awarding party of a contract method. The research method for this paper is derived from the written materials of the present public IT project contract law. Two problems have been processed in order to produce the results: the current contract methods and the awarding party of a contract method. The current contract methods consist of a competition contract, a private contract, and a supply methodology contract. The methods of the awarding party of a contract display a qualified evaluation regulation, the 2nd step competition bid, a standard cost separation tender, and a contract by a negotiation. The results exhibit that the general competition contract consists of four improvement items. The contract by a negotiation contains five improvement items. The group private contract has one improvement item. And the private contract includes one improvement item. These results implicate that the current public IT project contract law demands better improvement work for the ubiquitous Korea.

• Journal of Digital Convergence
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• v.4 no.2
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• pp.97-108
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• 2006

The purpose of this study is to generate a proper regulation improvement direction of the public If project contract law through the current four contract methods and three methods of the awarding party of a contract method. The research method for this paper is derived from the written materials of the present public IT project contract law. Two problems have been processed in order to produce the results: the current contract methods and the awarding party of a contract method. The current contract methods consist of a competition contract, a private contract, and a supply methodology contract, The methods of the awarding party of a contract display a qualified evaluation regulation, the 2nd step competition bid, a standard cost separation tender, and a contract by a negotiation. The results exhibit that the general competition contract consists of four improvement items. The contract by a negotiation contains five improvement items. The group private contract has one improvement item. And the private contract includes one improvement item. These results implicate that the current public IT project contract law demands better improvement work for the ubiquitous Korea.

• 한국디지털정책학회:학술대회논문집
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• 2006.06a
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• pp.319-353
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• 2006

The purpose of this study is to generate a proper regulation improvement direction of the public IT project contract law through the current four contract methods and three methods of the awarding party of a contract method. The research method for this paper is derived from the written materials of the present public IT project contract law. Two problems have been processed in order to produce the results: the current contract methods and the awarding party of a contract method. The current contract methods consist of a competition contract, a private contract, and a supply methodology contract. The methods of the awarding party of a contract display a qualified evaluation regulation, the 2nd step competition bid, a standard cost separation tender, and a contract by a negotiation. The results exhibit that the general competition contract consists of four improvement items. The contract by a negotiation contains five improvement items. The group private contract has one improvement item. And the private contract includes one improvement item. These results implicate that the current public IT project contract law demands better improvement work for the ubiquitous Korea.

• The Journal of Society for e-Business Studies
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• v.1 no.1
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• pp.227-247
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• 1996

Presented in this paper is a control model for developing virtual factory simulator, which is being operated under the distributed environment. The control model consists of production activity plan and information flows. To incorporate elements of the characteristics of the distributed control system, we suggested a collaboration model. This model is working under the client/server architecture, and also designed for cooperative-distributed shop control(CDSC) system in order to exploit several advantages of client/server architecture. Collaboration among each agent(or client) is done through negotiation and task sharing. Based on a contract net model, the CDSC system has three kinds of agents-order agent, resource agent, and communication forwarding agent. Each agent performs shop scheduling and control through negotiation on contract net. No node in CDSC system can have authority over other node. A bidding scheme is employed far negotiation between order agent and resource agents. The CDSC system can support re-negotiation among resource agents and an algorithm for re-negotiation is also developed. Experimental results are shown to advocate the effectiveness of the CDSC system for CIM environments.

• Journal of Korean Institute of Industrial Engineers
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• v.34 no.3
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• pp.355-361
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• 2008

Technology developers in academia tend to be short of professional knowledge and recognition of technology transfer strategies. It is even severe in Korea where the concept of employee's invention has just started to effect in academia. Wasteful contract negotiation disputes cannot only be painful but also can hamper better invention. The main purpose of this paper is to design guidelines for an optimal contract strategy for technology transfer from the perspective of the technology developer in academia, the intermediary and the receiver. Applying conjoint analysis, this study shows not only the relative importance of the attributes related to the technology transfer contract but also the most important conditions of the contract. It is expected that this study may improve the efficiency of technology transfer activities in academia in Korea.

• Journal of the Korea Computer Industry Society
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• v.5 no.1
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• pp.131-146
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• 2004

As Electronic Commerce(EC) has been emerged and has developed, many researchers have tried to establish EC framework for automated contract and negotiation using agent technologies. Traditional researches, however, often had limitations. They often enforced the user's participations during the automated contract process of agents. They also could only consider a few of the user's requirements for a specific goods and did not have supported the procedures and methodologies for making the best contract. In this paper, we propose business model on EC based on multiagents to overcome the defects of the previous researches. We apply CSP techniques to brokerage process to satisfy various preferential requirements from the user. We also propose efficient negotiation mechanism using negotiation model of game theory. The contract candidates automatically negotiate and mediate in terms of their benefits through the proposed negotiation mechanism. For the optimal brokerage and automated negotiation, the agents process activities for contract on three layers, which are called competition layer, constraint satisfaction layer and negotiation layer in the proposed model. We also design the message driven communication protocol to support the automated contract among the agents. Finally, we have implemented prototype systems applying the proposed model and have shown the various experimental results for efficiency of the proposed model.

• International Commerce and Information Review
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• v.11 no.2
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• pp.329-342
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• 2009

The purpose of this study was to identify the issues which how situational constraints of negotiation affect outcomes. To achieve the purpose of this research, a multiple regression model was set up to identify the relationships between situational constraints of negotiation and negotiation outcome on international trade contracts. To implement the study, empirical questionnaires were collected from Korean business men who have actually conducted international trade with foreign firms. Reliability analysis and factor analysis were used to assess the reliability and validity of research variables. and multiple regression analysis were used for testing the relationships between situational constraints of negotiation and negotiation outcome. From this study, following results were identified; i) situational constraints of negotiation effects on negotiation outcomes ii) arbitrary and continuous situations affect significantly positive on negotiation outcomes iii) submissive situations affect significantly negative effects on negotiation outcomes In conclusion, participant of negotiation and their managers try to promote negotiation situation toward to arbitrary and continuous situations if they have any availability.