중국식 기업협상전략의 개념적 틀에 관한 연구 = A Study on Conceptual Framework for Chinese Business Negotiation Style

다국어 초록 (Multilingual Abstract)

<Abstract>There is some different characteristics on Chinese business negotiation style comparing
with that of Western one. Someone says that it is hard to understand the Chinese
negotiation style while another saying not so difficult if one could understand the key
factors of the Chinese negotiation style in terms of mechanism and process. This article is mainly focusing on studying which factors affect Chinese business
negotiation style of various countries, cultural differences must be the foremost one to
explain these. In order to study Chinese business negotiation style, this article is
starting from suggesting a conceptual model which is hypothetical yet. This model
defines three factors which would engender the influence to Chinese business
negotiation style. These are the traditional culture of the China, heritage of munificent
martial strategic references, and socialist ideology. These all could be included in the
cultural factor in terms of the expanded definition. For analysing this model this article also uses the 7 factors concept - alternative.
interest, relationship, communication, legitimacy, option and commitments, which
suggested by Harvard Negotiation Program, together with the process model suggested
by Solomon. As a result, we can conclude that Chinese business negotiation style has quite different
characteristics from Western one, but not so difficult to understand. But we need careful
consideration and a lot of preparation if we encounter a business occasion to negotiate
with a Chinese counterpart. And much more endeavor be needed to implement a
negotiation strategy.

목차 (Table of Contents)

• I.서론
• 1. 문제제기
• 2. 연구내용 및 연구방법
• II. 광의의 중국적 협상문화
• 1. 협상문화적 요소
• 2. 협상전략적 특성
• III. 중국식 기업협상전략 특징
• 1. 협상요소별 특징
• 2. 협상전략 과정적 특징
• IV. 협상사례 및 분쟁유형 분석
• V.결론