haku: @indexterm VENTURE MANAGEMENT / yhteensä: 138
viite: 31 / 138
| Tekijä: | Tung, R. L. |
| Otsikko: | Handshakes across the sea: cross-cultural negotiating for business success |
| Lehti: | Organizational Dynamics
1991 : WINTER, VOL. 19:3, p., 30-40 |
| Asiasana: | CORPORATE CULTURE NEGOTIATION USA KOREA, SOUTH SUCCESS VENTURE MANAGEMENT JOINT BUSINESS VENTURES |
| Kieli: | eng |
| Tiivistelmä: | For the uninitiated, negotiating a global alliance across widely divergent cultures is difficult at best. Research-based guidelines are presented which can be applied primarily to negotiating with Koreans, but Japanese and Chinese comparisons are drawn as well. The research findings are based on an in-depth study of 18 cooperative ventures formed between USA and Korean organizations. Although the specific issues under negotiation varied from venture to venture, two themes - equity share and management control - pervaded the joint-venture agreements included in this study. Korean decision-making style is characterized by 1. a relative speed; 2. personal considerations versus Western logic; 3. the concern with market share and growth. |
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