Cultural Differences Between China And The Rok Negotiator

Bargaining is the most frequent phenomenon in business life and international trade. Understanding the behavior of the bargaining partner is a prerequisite for successful negotiations to reach a mutually satisfactory agreement. This is still more important if the cultural background of the parties is different. Cross-cultural understanding is the basic for long-lasting beneficial cooperation.An empirical study was undertaken to examine the behavior characteristics and situational constraint between Chinese and Korean negotiators and their effect on the revel of personal satisfaction about negotiation result. The study was based on a random sample of 38 Chinese and Korean Businessmen in Beijing. The author adopted a quantitative method through self-designed questionnaires based on 'Sawyer and Guetzkow's negotiation model'. The analysis shows some differences and similarities in negotiation styles between Chinese and Korean negotiators.Although Chinese and Korean have many in common culturally, both peoples have lived in different political, legal, economic environments for several decades. The author aims to explore such cultural differences through empirical study. Some findings support for the former studies executed between Sino-Korean negotiators, but others show that in resent years the values and behaviors of Chinese and Korean negotiators have been changing strikingly as a result of globalization and information-oriented society.