Cultural Perspectives
The South Korean Chief Negotiator
Bibliographic Data
| ID | 12701164 |
|---|---|
| Authors | Yong-Jin Song (University of Arkansas at Little Rock, corresponding author), Claudia L Hale (Ohio University), Nagesh Rao (Zayed University, UAE) |
| Year | 2005 |
| Volume | 5 |
| Issue | 3 |
| Pages | 313-328 |
| Publication date | 2005-11-11 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | International Journal of Cross Cultural Management (JOURNAL) |
| Journal identifiers | ISSN: 1470-5958 • E-ISSN: 1741-2838 |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.1177/1470595805058413 |
| OpenAlex | W2011483048 |
| Language | EN |
| Citations received | 1 |
| References cited | 4 |
The focus of this article is on the role and approach of the South Korean chief negotiator in business negotiations. A total of 114 negotiators (87 survey participants and 27 interviewees) participated in this research. We compare the picture that emerged of the contemporary South Korean chief negotiator with the traditional teachings of Confucianism and the cultural values of Korea. Overall, the results of our analysis depict the chief negotiator as highly focused, adaptable, and articulate, and as being shaped more by the expectations of modern business practices than by traditional teachings and influences. The character traits of the chief negotiator, identified as primary for success, are the ability to articulate, be patient, and being bi-cultural. The role and power of the chief negotiator are also discussed
Character (mathematics · Cultural diversity · Management · Negotiation · Political science · Power (physics · Public relations · Social science · Sociology · Conflict Management and Negotiation · Family Business Performance and Succession · International Student and Expatriate Challenges · Law
| Citations per year | 0.09 |
|---|---|
| Citation span | 2015 - 2015 (1) |
| Highly cited | No |