A substantive grounded theory of cross-cultural negotiation between North Korea and the United States

This dissertation employed grounded theory methodology to study North Korean negotiation behavior. The goal was a deeper understanding of that behavior and particularly the illumination of cultural effects on it. The study examined negotiations conducted between North Korea and the U.S. across several decades. It included negotiations at Panmunjom as well as negotiations involving international cooperation.; The grounded theory developed from the data consisted of four propositions. The first proposition states that North Korean negotiating behavior is composed of two mindsets, Adversarial and Collaborative. The Adversarial Mindset is characterized by two opponents maintaining specific positions and bargaining to narrow the differences between them. The Adversarial Mindset uses numerous tactics that coerce, offend, manipulate, assert, confound, and obstruct the opponent. The Collaborative Mindset is characterized by opponents working together to solve problems through a variety of persuading and cooperating tactics, which allow the two sides to work as partners instead of opponents.; The second proposition identifies forty recognizable tactics used by North Korea in negotiating with the U.S. The tactics are discussed in detail and supported with specific examples from the data.; The third proposition addresses the research question of what effects culture may have on cross-cultural negotiation. The proposition notes that culture is not a tactic but forms the platform from which information is filtered and negotiation tactics are understood. Cultural concepts are discussed and supported with examples from the data. The dissertation contends that North Korean culture contains a number of unique components not well understood by foreigners.; The fourth proposition argues that the wording of agreements constructed in vague language can set the stage for conflicts of interpretation during implementation which may result in abrogation of the agreement and the feeling by either side of betrayal or mistrust. In the case of agreements with North Korea the process may contribute to problems in reinterpretation. Cultural factors also contribute to failure of the process to arrive at sound agreements.; The dissertation concludes by identifying several policy implications.