Title

The South Korean chief negotiator: Balancing traditional values and contemporary business practices

Source of Publication

International Journal of Cross Cultural Management

Abstract

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. Copyright © 2005 Sage Publications.

Document Type

Article

First Page

313

Last Page

328

Publication Date

12-1-2005

DOI

10.1177/1470595805058413

Share

COinS