對 中國 비즈니스 協商成果의 決定要因에 關한 探索的 硏究？접수일자

The objective of this study is to derive the successful negotiation strategy in the various types of business negotiations with Chinese firms, because Korean companies doing business in China are experiencing so many failures these days. I developed 5 groups of hypothesis based on the literature survey about international business negotiations and the cultural characteristics of Chinese businessman. Then we tried to test the hypothesis using the data collected by the questionnaire survey. The main findings of our empirical tests are as follows; First, whoever wants to be successful in the negotiations toward Chinese business has to focus on setting a high level goal before having meetings, and making friendly connections. It seems that the higher goals the negotiator set, the higher results of the negotiations he can get. Second, in regard to the situational negotiation power, it is very important that the representative of negotiation should be high ranking personnel of their organization. And he would be better to have much allowances in the deadline of negotiation time. Third, in regard to the tactical negotiation power, it is very important that the negotiator should accept his counterpart`s insistence properly and should not accept excessive reception or party from his counterparts. Fourth, in regard to the information collecting, it is necessary to collect the information about the genuine intent of his counterpart and should set well-fixed goal of his own. And the negotiator should collect the information about the situational conditions and his counterpart`s fraudulent action as much as possible.