This research analyzes the cases of negotiation with cultural factors to derive characteristics of each country, pursuing the universal explanation in the frame of theoretical approach.
This subject categorizes into four types. First, we analyze t ...
This research analyzes the cases of negotiation with cultural factors to derive characteristics of each country, pursuing the universal explanation in the frame of theoretical approach.
This subject categorizes into four types. First, we analyze the general theory of international negotiation and Asia’s value system based on ‘theoretical foundation of international negotiation.’ In terms of regional character in Korea, China and Japan, we try to grasp what they have in common and how ‘Asia’s value system’, based on Confucianism, affects on communication in negotiation.
Second, by examining how each tradition has an effect on international negotiation based on ‘cultural establishment of international negotiation’, this research culturally explains why different process and different results bring about in the same negotiation subject. Korean mainstream has been affected by western culture from America after the liberation in 1945. Therefore, Korean tradition has lost its power and western negotiation order and way has been founded. This result has played a good role to build modern negotiation technique rooted on rationality. In China, practical dogma has been developed, supported by Confucianism and negotiation experiences have been accumulated through many wars. Also, the Communists consider the negotiation as the important way to win the war as much as the battles, so they have many studies with regard to this matter. Thus, to investigate the China’s negotiation culture, traditional factors and the Communists military strategy need being traced. In Japan, it is natural that collectivism, which is Japan’s special feature, influence decision making process and its outcome. Also, Japan is more familiar with bilateral negotiation than multi-lateral ones in international negotiation because of cultural difference and geological factor as an island country. Therefore, it prefers bilateral negotiation that has specific counterpart to the negotiation table with many countries.
Third, this research compares the features and differences of institutions that affect on negotiation based on ‘institutional foundation of international negotiation.’ It is important that these three countries have different types of political and economic system despite the fact that they have Confucianism culture in common. Korea’s institution is based on Executive but Congress, or the legislative body, controls before and after. Also, it is not free from interest groups, media and NGOs. In case of Japan, interest groups have strong power, each political party is closely connected with the groups and NGO’s activities are vigorous. As a result, we need to understand Japan’s way through the notion of governance since it is different from China, which has strong Executive, and from Korea in terms of the participation of citizen. In China, governmental power is superior to society, so political party and government exercise their influence. China, authoritarian country, makes rapid progress in decision making and the negotiation is easily broken though leader’s judgment.
Fourth, this research tries concrete case study based on the former studies regarding culture and institution. Furthermore, we make it utilized in the process of real negotiation by actually and physically understanding the negotiation features of the three countries. We examine the procedure of Korea-US FTA to know the Korean negotiation attitude and problems, titled ‘The Comparison of Negotiation Culture between the Two Countries under the Korea-US FTA. In addition, we compare the attitude of Japan and China with regard to the problems that is difficult to solve with negotiation by looking at the way to cope with territorial dispute, titled ‘China-Japan’s Ocean Territorial Dispute and its Countermeasure.’ Besides, we tried to find out the trait of traditional culture in the negotiation of commerce and trade, not a territorial and security problems by e