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Abstract

The focus of this article is on the role and approach of the South Korean chief negotiator in business negotiations. A total of 114 negotiators (87 survey participants and 27 interviewees) participated in this research. We compare the picture that emerged of the contemporary South Korean chief negotiator with the traditional teachings of Confucianism and the cultural values of Korea. Overall, the results of our analysis depict the chief negotiator as highly focused, adaptable, and articulate, and as being shaped more by the expectations of modern business practices than by traditional teachings and influences. The character traits of the chief negotiator, identified as primary for success, are the ability to articulate, be patient, and being bi-cultural. The role and power of the chief negotiator are also discussed.

Keywords

business negotiation chief negotiator Confucianism South Korea

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Cultural Perspectives : The South Korean Chief Negotiator

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