중국의 전통협상술과 현대외교협상 = The Traditional Negotiation-skills and Modern Diplomatic Negotiations in China

다국어 초록 (Multilingual Abstract)

The Chinese traditional way of thinking have been the reality-oriented and multi-layered structure. So, Their characteristic is that exclude extreme judgments about things, have the flexibility and the agility. This multi-values are utilized as a benefit for that prove the flexibility and adaptation to circumstances on the diplomatic negotiations. The Chinese owing to regard that negotiation is fight of spirit and technique, to create a favorable conditions, to control the opponent by a force, they prepares thoroughly in advance, adhere the method which advances an agreement from the home country. Because they also recognize that the essence of the negotiations is a mind reading, they carefully research the technique which reads the minds of opponents, hide deep inside oneself. In this psychological warfare, the time-variable influences to agreement result, the Chinese who has the traditionally strong patience, to take advantage of the time variable is very skillful. As the Face-people, they highlights to focus on protocols and formats, proficient in obtain of the utilitarian, favorite use the poetic expression of characteristics of Chinese and an indirect expression. These characteristics of Chinese negotiating can be called a standardized cultural phenomenon which multi-values and the merchants-mind are mixed. The traditional cultural through a socialistic-values be reinterpreted, are going to have a new creation of characteristic pattern of negotiations in China.

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