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신군재(Koon-jae Shin) 한국국제상학회 2005 國際商學 Vol.20 No.3
We are in an era of global business called one world market. As the volume of international trade is increasing and business environment becomes complex, chaotic and competitive, disputes in trade are also increasing and become more complex. Few study however on the ways of dispute settlement under the changed international business environment has been done. Thus the major purposes of this study are to investigate the relationship between the characteristics of trading companies in the area of Busan and their ways of coping with claims, and to analyze how effectively Busan's trading companies manage their claims. The major findings of this study are as follows : First, in the relationship between the characteristics of trading companies and prevention of disputes, the factor of pre preparation relates to the characteristics of trading companies whereas the acquirement of expert knowledge and credit does not relate to the characteristics of trading companies. Second, in the relationship between the characteristics of contracts and prevention of disputes, the factors of the acquirement of expert knowledge and credit relate to the characteristics of contracts whereas there is no relationship between pre preparation and the characteristics of contracts. Third, the more there are the numbers of counterparty, the more Busan's trading companies cope with their claims after investigating whether claims are objective. Fourth, in the relationship between the agreement and the ways of coping with claims, the factor of asking the objective data influences negatively upon the agreement whereas the factor of the specialist's advise doesn't influence upon the agreement. This study contributes to analyze the relationship between the situational characteristics of Busan's trading companies and their ways of coping with claims by a systematic and elaborate methodology.
효율적인 계약체결을 위한 베트남인의 협상관행에 대한 연구
신군재(Koon-jae Shin),안경환(Kyong-hwan Ahn) 한국국제상학회 2008 國際商學 Vol.23 No.2
Vietnam adopted "Doi Moi" open door policy from the end of 1986 to develop national economy by inviting foreign investors. The Diplomatic relationship between Korea and Vietnam was normalized in Dec. 22, 1992, of which relationship was cut in Apr.30, 1975 when Vietnam accomplished national reunification.<BR> After normalization of diplomatic relationship with Vietnam, Korean enterprises invested 13.5 billion dollars with 1,837 projects as of end of 2007 and ranked number one country among the foreign countries invested into Vietnam. Thus, it is necessary to study Vietnamese Business Negotiation Practice in order to suggest some guidelines when the Korean negotiate with the Vietnamese partners.<BR> In order to the negotiator to make an effective negotiation with Vietnamese and a make the negotiation performance, firstly the negotiator has to prepare the negotiation practice and strategy against Vietnamese. Secondly, the negotiator has to be accustomed to Vietnamese custom and make the win-win strategy by giving the benefits to the Vietnamese company as well. Especially, in the negotiation with Vietnamese, it is necessary for negotiator to persuade Vietnamese logically by preparing the objective data as well as making the personal relationship and, if possible, contacting frequently with the person who has the responsibility in the contract is very important.
중국, 미국, 이슬람 문화의 협상관행에 관한 비교연구 - 풍토 및 종교적 배경을 중심으로 -
신군재(Koon-jae Shin) 한국국제상학회 2005 國際商學 Vol.20 No.1
In recently years, globalization of markets and companies as well as growing international trade have increased the importance of efficient cross-cultural business negotiation. Many previous researches in dispute resolution and negotiation have provided valuable insights about how different negotiation styles are deeply influenced by cultural differences. Therefore, to make a effective negotiation with the foreigners, the negotiator has to know that the competitiveness of business negotiation in the future is dependent upon an understanding of cross -culture. This article compared and analyzed the characteristics of negotiation behavior of Chinese based on BuddhismㆍConfucian thoughts, American based on Christian and Islam respectively. This article aims at strengthening the negotiation power of the Korean domestic companies and suggested the some guidelines when the Korean companies negotiate with these foreign companies. In the negotiation with American, it is very necessary that the negotiator persuade him logically by preparing the objective data. In the negotiation with Chinese and Islam, making the personal relationship and ,if possible, frequent contact with the person who has the responsibility in the contract is very important.
무역분쟁해결을 위한 한ㆍ중ㆍCPR 조정규칙비교에 관한 연구
신군재(Shin Koon-Jae) 한국관세학회 2005 관세학회지 Vol.6 No.2
Dispute plays a key role in maintaining the desirable trading performance. In an effort to have competitiveness in a global marketplace, the Korean companies need to become more aware of alternatives to costly and time-consuming litigation or arbitration. Korean companies, therefore, should be more concerned with mediation and should utilize the mediation to settle their disputes effectively and efficiently. 'This article investigates some differences of mediation provisions between The Foreign Trade Law of Korea, BCC's Conciliation Rules in China and The CPR Mediation Procedure in American, and suggests to contain the following contents for the future revision of mediation rules in Korea; First, the mediator is free to meet and communicate separately with each party and should not disclose any information acquired during mediation process. Second, to expand mediation system into the international trade disputes, it is very important for both of companies and the scholars to recognize and implement the concept and usefulness of mediation system.