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Negotiation Report

Introduction

Korea has been in a state of chaos for some time. They have survived many times of turmoil, such as the Korean War in 1950 that lasted until 1953. The ending of this war did not settle the civil dispute. There are many contradicting areas in Korea that effect business, for example, communist vs. anti communist, religious and non religious, idealist and collectivist, and those that are willing to work each other. Also Korea has a fear of doing business with Japan. Japans market is considerable larger than their and they worry that if business is done with Japan they would be overshadowed. This lack of interest to do business with Japan is also due to historical influences in Korea’s past

Negotiation is a crucial aspect of all interorganizational relationships. No matter if it is a strategic alliance, joint venture, merger, acquisition, or just a sale of a product and a service, negotiation is a part that one cannot due without. As the section of international to domestic trade increases, so does the occurrence of business negotiations among people from different countries and cultures.

Negotiation is a process in which at least one individual tries to persuade another individual to change his or her ideas or behaviors. And our groups focus is an investigation into negotiating orientations and behaviors of South Korea in comparison to that of the US.



Basic Concept of Negotiation Process
Distributive versus Integrative

In the twelve dimensions of cross-cultural negotiations, we first start off by looking at the general model, in which consists of two components. The first component which is the basic concept of the negotiation process includes two aspects, distributive and integrative. In the distributive perspective, negotiators “believe that there will be one winner and one loser,” and in order to do so, the negotiator needs to establish a kind of dominance in the negotiation process. Negotiators with these...