중국식 비즈니스 협상전략에 관한 고찰
The Characteristics of Chinese Business Negotiation Style
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Abstract
China has much heritage on negotiation culture over the thousand years of history. It has become a kind of Chinese negotiation style that is quite different from that of western countries as well as other Asian countries. This paper suggest a framework to understand the factors of which consist Chinese negotiation style, especially business negotiation and the mechanism it works. Finally paper suggests strategic characteristics of Chinese business negotiation style in terms of 7 elements of negotiation checklist and negotiation process. According to the result of research, ‘Guanxi’, relative bargaining power structure are very important factors that makes it clear to understand Chinese negotiation style. The elements of BATNA, communication and relationship are key factors that consist Chinese business negotiation strategy among 7 elements. For the success of negotiation with Chinese businessmen, paper suggest to cultivate ‘Guanxi’ with Chinese partner first and to make clear the structure of relative bargaining power of the business negotiation situation in terms of BATNA on Chinese side.
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