中國人의 國際商去來協商에 관한 硏究

다국어 초록 (Multilingual Abstract)

This study analyzes the factors which determinate Chinese behavior in process of negotiation in the foreign business. In particular, we examine which factors are more influencing in the negotiating business of Chinese firms with Korean companies. This paper investigates how these factors affect negotiation-strategy, then explains how negotiation-strategy makes the difference on the performance of negotiation.
We asked 47 Chinese companies which are working in the Korea now. Most of them are the branches of Chinese companies.
This study observed not only many business factors but also cultural factors. However there is no limit on business kinds. That means, this study shows that chinese common business manners are not any special part of business.
Our major findings are following. First, 'sociability' is the most important factor of personal character. Especially, negotiators who are open-minded or honest in negotiating are trusted. Second, 'confidence', 'fairness', and 'trust' are very important factors. Third, the variable 'persuasion' is significant as a cultural factor. In addition, to the Question that asks if they prepare gifts before negotiation, most answers are No, we don't prepare gift in advace. This seems because gift 'before' negotiation, might have suspicious meaning. And we found that the performance depends a lot on the negotiation strategy.