Investigating the Differences in Negotiation Styles of Iranian and Korean Managers

Document Type : Research Article


1 Assistant Professor, Faculty of Management & Accounting, Allameh Tabataba’i University, Tehran, Iran

2 Ph.D. Student, Faculty of Management & Accounting Allameh Tabataba’i University, Tehran, Iran


People with different cultures use different strategies in the process of negotiation and the success of international negotiations is dependent on the negotiators ' ability to communicate effectively in different cultural conditions. The aim of this study is to identify the differences between the negotiation style of Iranian and Korean managers. For this reason, this research utilized a combination of quantitative and qualitative approach. The quantitative approach is done by statistical analysis of the questionnaires gathered from total 29 managers who are engaged in the international agreements between two companies LG and Goldiran. To get more clear results, the result of the questionnaires is then investigated in the interview with some of the managers. The finding of this research is that although Iranian and Korean negotiators have similar negotiation style, there are some differences in communication and outcome factors. At the end, practical recommendations for negotiators are offered.


Main Subjects


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