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Special Graduate Schools
Graduate School of International Studies
Department of International Trade
International Trade
3. Theses(Master)
THE SIGNIFICANCE OF CULTURE ON BUSINESS NEGOTIATIONS IN THE CONTEXT OF KOREA AND COLOMBIA CASE STUDY OF "EL CAFETAL CO. LTD"
- Author(s)
- JIMENEZ ROLDAN MAURICIO
- Advisor
- Young Joon Park
- Department
- 국제대학원 국제통상학과
- Publisher
- Graduate School of International Studies Ajou University
- Publication Year
- 2016-02
- Language
- eng
- Keyword
- Culture; Negotiation; Korea; Colombia; Coffee Business; Free Trade Agreement
- Alternative Abstract
- Cross cultural negotiation becomes a common area of research every day because businesses all over the world are spreading their frontiers beyond domestic markets. Effective international negotiators need to know not only the essentials of trade, but also how culture can impact the dealers’ behavior and general negotiation process. Culture strongly influences how people think, communicate, behave and negotiate. If languages mistakes and violations of local protocol are not reduced, probably those differences affect the kinds of transactions, benefits, concessions and future agreements between parties. Korea and Colombia signed a bilateral Free Trade Agreement on 21th February, 2013, but it was declared in effect since 2015. Under this agreement both countries will abolish tariffs on over 96 percent of the other country’s products within ten years after the beginning of this bilateral accord. Korea hopes to increase its exports of automobiles, automotive components, plastics, and steel, while Colombia expects a growth of exports of agricultural products, processed food, textiles and natural resources including crude oil. Successful business between these two countries requires not only a good study of the geographical, economic, and historical situation of its counterpart, but also understanding how cultural differences affect decision making and negotiation process. This research aimed to determine and explain these differences into a descriptive and qualitative way by analyzing a real case of a coffee company dealing cross-cultural negotiations in Seoul as much as some interviews with Korean and Colombian business people involved in diverse international business areas each other, in order to provide practical comments and recommendations for new negotiators who want to explore new markets and trade goods and services because of this FTA. The main issues encountered in this thesis relate to reduce language problems, follow the formal protocol with the appropriate meaning of reputation, familiarization, hierarchy, use of time, and decision-making process. In the same way, strategies to avoid undesirable comments or cultural stereotypes, alternatives to time lag between two countries in terms of feedback and support. Finally, dealing with the most challenging matter when trading Koreans and Colombians, which is to demonstrate how they can be good commercial partners and get very lucrative revenues into a win-win negotiation. Keywords: Culture, Negotiation, Republic of Korea, Republic of Colombia, Coffee Business, FTA.
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