• SUVANNABHUMI
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• v.14 no.2
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• pp.251-268
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• 2022

Over the last few decades, global trade activities showed a significant increase, resulting in a rise of the wider global economic growth. The achievement is partly due to the more integrated global trade system under global trade regime such as World Trade Organization (WTO) that standardized the practice of global trade. On the other hand, it could also be seen that regional trade negotiation became more important part of global trade activity. The trade negotiation itself was pushed and tailored by regional perspective, which indigenized trade agreement. This research aims to analyze the indigenization of ASEAN's trade negotiation model. How has the current trade negotiation model within the region represented indigenous needs and aspirations? This study also offers to revisit the conceptual framework in identifying the trade negotiation model to measure the indigeneity of Southeast Asian automotive industry's policy. This research concludes by explaining the case studies which measure the effect of indigenization to the practice of trade agreement in the region.

• THE INTERNATIONAL COMMERCE & LAW REVIEW
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• v.14
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• pp.291-321
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• 2000

This study investigates the different pattern of trade negotiation between Korea and Japan. For the Korea, it is inevitable to enhance nation's competitiveness position amid the rapidly changed international environment. Especially, Korea's recent experience of IMF credit under economic crisis during 1997-1999 tells us the importance of international trade and trade negotiation. Our main interest is focused on the comparative pattern of both countries with the recognition that the role of the negotiation can not be overemphasized for the Korea. This is because Korea has continuously recorded the huge trade deficits with Japan for the long time. Although we consider the different degrees of products quality, industrial structure, productivity, and national competitiveness of both countries, it is necessarily required to pay special attention on different pattern of negotiation skills and tactics between two countries. In the paper, we suggest some important guidelines for Korea to improve its negotiation technique with Japan. First, valuing human relation between negotiators, rather than negotiating process. Second, preparing for negotiations: the negotiators should try to carve out enough time to prepare for the bargaining. Third, appreciating the power of patience: very essential to effective outputs. Fourth, being a specialist on both countries' culture and avoiding lawyers' intervention for conflict resolution.

• Korea Trade Review
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• v.42 no.5
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• pp.161-182
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• 2017

This study is to conduct a stakeholder analysis using Project Stakeholder Management Model established by US Project Management Institute (or PMI) in order to identify current stakeholder related to Korea's trade policy and to establish the stakeholder management process for Korea's trade negotiation. Project Stakeholder Management Model includes four stages such as identifying, planning, managing, and controling stakeholder. The stakeholder management process for Korea's trade negotiation classifies domestic stakeholder into two category; internal stakeholder and external stakeholder. This research suggests that Korea should invite consumer groups, labor unions, and farmer's association into the official communication channel of trade authority while unifying the current stakeholder management divisions and relevant advisory committees within the trade ministry.

• Korea Trade Review
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• v.44 no.1
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• pp.31-44
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• 2019

This study examines the normalization of Korean GM management between the Korean government and GM in terms of external negotiation game and internal negotiation game using Putnam's Two-Level Games. In addition, GM's Win-set change and negotiation strategy were analyzed. This analysis suggested implications for the optimal negotiation strategy for mutual cooperation between multinational corporations and local governments in the global business environment. First, the negotiation strategy for Korea's normalization of GM management in Korea can be shifted to both the concession theory and the opposition theory depending on the situation change and the government policy centered on the cautious theory. Second, GM will maximize its bargaining power through 'brink-end tactics' by utilizing the fact that the labor market is stabilized, which is the biggest weakness of the Korean government, while maintaining a typical Win-set reduction strategy. GM will be able to restructure at any time in terms of global management strategy, and if the financial support of the Korean government is provided, it will maintain the local factory but withdraw the local plant at the moment of stopping the support. In negotiations on the normalization of GM management in Korea, it is necessary to prepare a problem and countermeasures for various scenarios and to maintain a balance so that the policy does not deviate to any one side.

• Journal of Distribution Science
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• v.15 no.6
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• pp.37-46
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• 2017

Purpose - The paper aims to propose an optimization model for supporting the buyer-seller negotiations. We consider the price, quality, and delivery as evaluation criteria, also recognized as objectives for negotiation. Research design, data, and methodology - The methodology used in this paper involves the input-oriented DEA with the inverse optimization. Under the existence of several potential suppliers, the price would be considered to be the decision variable to conclude the negotiation so as to meet the desired level of the quality and delivery. The data set for six suppliers with three criteria is examined by the proposed approach. Results - We present the decision aid model by displaying the price spectrum as the changes of desired output levels. It overcomes the shortcomings from previous researches mainly based on the discrete types of scenario generations. This approach shows that the obtained results help the buyer understand the trade-offs between price and performance when he/she considers the negotiation. Conclusions - The paper contributes to the numerical models for buyer-supplier negotiation in that the model for the supplier evaluation and selection is closely linked with the model for negotiation. In addition, it eliminates the unrealistic negotiation strategy, and provides the negotiation strategies that the buyer would not shift the burden on suppliers by maintaining the current efficiency.

• Korea Trade Review
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• v.46 no.2
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• pp.229-243
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• 2021

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).

• International Commerce and Information Review
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• v.9 no.1
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• pp.333-353
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• 2007

This paper is to explore that there are structural problems in the Korea-U.S. Free Trade Agrement negotiation by examining the Korean FTA policy and to introduce some alternatives to overcome them. The structural problem stems in part from the inefficient system in FTA policy making and its implementation. Most importantly, there is a lack of ex-ante consensus building among stake-holders. As an alternative to the current FTA policy, we suggest two things. First, we argue that an FTA negotiation strategy should correspond to Korea's overall industrial development strategy. Second, the National Assembly should play an important part for enforce of trade policies as a tool for advancing a comprehensive strategic measures.

• The Journal of Industrial Distribution & Business
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• v.1 no.1
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• pp.13-21
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• 2010

Since Korea establish diplomatic ties with China in 1992, korea and China have had rapid progress in most of field as politic, economy, society and culture through basing on cultural commonality and geographical adjacency. Especially, China is the biggest trading partner to korea, and also Korea is third-biggest trading country to China. They become strategic cooperating relation in 2008. Currently, in terms of international trade relation, WTO/DDA negotiation is proceeding in difficulty, but FTA has been growing and extending in the world, and the two country, china and korea, have been competitively trying wide and active FTA negotiation promotion. After Financial crisis in 1997, according to the requirement of local economic cooperation, China has shown the interest to several countries since the conclusion of FTA treaty with ASEAN in 2005. China also makes the active afford to conclude FTA with Korea. Last May 28th, this was mentioned in the meeting between president Lee and Premier Wen Jiabao, so it is anticipated that the negotiation for FTA will be started in the near future. There are many political suggestions and concerns in terms of way of negotiation korea would choose. Some economist said that "'Continuous FTA aimed at long-term protocol should be promoted between korea and China and negotiated includingly'" However, this research claims that commodity exchange, service, and investment areas should be included and it has to be comprehensive package settlement style in negotiation. This research has found out the characteristics of China's negotiation and implications through the China's existed FTA negotiation examples. Currently, China has taken Continuous or a phase-negotiation method to ASEAN, Pakistan, Chile and some other developing country and to advanced countries like New Zealand or Singapore, comprehensive package settlement method is used in FTA negotiation. In consider of the FTA negotiation between Korea and China, Korea has some problems in the commodity change area in agriculture maket's opening. While, for china, the issues would happen in service trade area, especially when encountering finance and communication industries are opened, China's economy could be exposed to some risk. In result, Korea should expand its negotiation range from commodity trade to service trade, in order to exchange both issues, then the negotiation will be concluded more easily. In other word, for FTA, korea should follow comprehensive package settlement way that is similar to New zealand and Singapore case. Through this kind of method, Korea can expect effect of creating trade, conversion of it and preoccupancy of service field in china's market against the advanced countries like Usa, Europe and Japan. Also, to have a successful FTA negotiation, korea should find out china's policy for FTA negotiation. With this information, korea will be able to suggest the way to make a profit. Systematic analysis and comparison about previous negotiation cases of china are needed before the negotiation begin.

• International Commerce and Information Review
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• v.11 no.3
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• pp.363-390
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• 2009

This study investigates the role of private participation in FTA Negotiation in case of US, Mexico and Japan. We utilize Putnam(1988)'s two stage negotiation model, Schelling Conjecture and Principal-Agent(P-A) theory to understand the role of private sector in FTA Negotiation. Those theories are useful to understand the behavior and interaction of key players such as private sector, congress and government in FTA negotiation. Putnam(1988)'s two stage negotiation model divides the FTA negotiation process into two processes: the external negotiation with foreign country and domestic negotiation with domestic interest group. Principal-Agent(P-A) theory provides the theoretical foundation of Putnam's two stage negotiation model, which is that principal's interest is not identical to the interest of Agent. We showed that the private sector and congress play an important role in FTA negotiation in United States. In case of Mexico, the private sector and government occupy the dominant position in FTA negotiation. In particular, the cooperation of industry and government has been successfully established via COECE in Mexico. In contrast to these countries, the role of private participation in trade policy is relatively low in Japan and Korea.

• Korea Trade Review
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• v.44 no.3
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• pp.105-121
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• 2019

This study applies diverse game theories to the US-China Trade War. The US-China Trade War can be analyzed as a game situation because the strategic decision-making process to maximize one's profit while considering the reaction of the other party is a game situation. However, related research suffered from some mistakes in applying the US-China Trade War as it is to classic game theory, because while the prisoners dilemma is based on the situation of No Communication, No Trust, No Cooperation, the US-China Trade War has a precondition different from that of prisoners dilemma, since it mutually communicates information and negotiation is repeated several times in a cooperative situation. The result of the trade negotiation will likely end as 'cooperate-cooperate'. Further, considering trade volume, trade interdependence, bargaining power based on economy, and the scale of damage caused by the Trade War, the US-China Trade War is progressing with the bargaining power of the US being higher than that of China. Since the current US-China Trade War is in an asymmetrical situation under the dominant bargaining power of the US, it is likely to reach 'US defect-China cooperative' in the long run.